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Doug May
By Doug May In GTM Productivity

Five Ingredients for a Sales Kickoff That Outlasts the Room

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Doug May
By Doug May In GTM Productivity

Do We Feel Good About This?

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Doug May
By Doug May In GTM Productivity

Why Your Heroics Won’t Scale

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Five Ingredients for a Sales Kickoff That Outlasts the Room GTM ProductivityLeadershipSales Enablement
July 29, 2026

Five Ingredients for a Sales Kickoff That Outlasts the Room

You know the feeling. The closing video plays, the lights come up, and a few hundred salespeople walk out of the ballroom convinced this is the year. Then February shows…
Doug May
Love28
GTM ProductivityLeadershipSales Process
July 29, 2026

Do We Feel Good About This?

Every forecast call ends the same way. The CRO leans back, stares at the number, and somebody finally asks the thing everyone in the room is already thinking. "So… do…
Doug May
Love136
Why Your Heroics Won’t Scale GTM ProductivityLeadershipSales ProcessValue Selling
July 15, 2014

Why Your Heroics Won’t Scale

Who doesn’t love a hero? You’re down to the wire; the situation looks hopeless, and someone appears out of nowhere to save the day. Every company has them. The sales…
Doug May
Love1154
Value is in the eye of the beholder Sales EnablementSales ProcessValue Selling
April 21, 2013

Value is in the eye of the beholder

Wait a minute. Value?   You thought it was beauty that lived in the eye of the beholder. It is. But so is value. We each look at the world…
Doug May
Love379
Stop Measuring Sales Enablement. Start Measuring Momentum. GTM ProductivityLeadershipSales EnablementSales ProcessValue Selling
March 23, 2013

Stop Measuring Sales Enablement. Start Measuring Momentum.

T here's a question that needs to be asked at the end of every enablement session. Not to the trainers. To the reps. "What can you do now that you…
Doug May
Love3368
Show me the Money Sales EnablementSales ProcessValue Selling
March 21, 2013

Show me the Money

Everyone remembers the scene.   Cuba Gooding Jr. has Tom Cruise on the phone and will not let up until Jerry shouts the words back to him, again and again, louder each time. “Show me the money”. I’ve heard those exact words in a hundred customer conversations, just usually without the shouting. They love the technology. They want it. But…
Doug May
Love253
Driving Sales Productivity in GTM at Scale GTM ProductivityLeadershipSales EnablementSales ProcessValue Selling
February 22, 2013

Driving Sales Productivity in GTM at Scale

When I was at Harness, I used to get questions about my role all the time. “SVP of Productivity? I’ve never heard of that role. What do you do?” When…
Doug May
Love549
New Year. New Quota. Here are 3 tips for Climbing that Mountain. LeadershipSales EnablementSales ProcessValue Selling
February 15, 2013

New Year. New Quota. Here are 3 tips for Climbing that Mountain.

The clock hits zero. For most of the world, December 31 is a night for champagne and a look back at the year. For salespeople, it is the final buzzer.…
Doug May
Love382

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