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…
Why Your Heroics Won’t Scale
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…
Value is in the eye of the beholder
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…
Stop Measuring Sales Enablement. Start Measuring Momentum.
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…
Show me the Money
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…
Driving Sales Productivity in GTM at Scale
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…
New Year. New Quota. Here are 3 tips for Climbing that Mountain.
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.…