GTM Productivity

GTM Productivity Leadership Sales 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 Productivity Leadership Sales 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

GTM Productivity Leadership Sales Process Value 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

GTM Productivity Leadership Sales Enablement Sales Process Value 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

GTM Productivity Leadership Sales Enablement Sales Process Value 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

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Five Ingredients for a Sales Kickoff That Outlasts the Room

Do We Feel Good About This?

Why Your Heroics Won’t Scale

Stop Measuring Sales Enablement. Start Measuring Momentum.

Driving Sales Productivity in GTM at Scale

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