Harvard Professor, #1 New York Times best-selling author and renowned social scientist Dr. Arthur Brooks has something to say that every sales leader needs to hear. After watching him in conversation with Jessi Hempel on LinkedIn Live earlier this month — “Finding Meaning in your Work” — I picked up his book The Meaning of …
Your biggest competitor in Enterprise Sales isn’t another vendor—it’s the CFO’s spreadsheet. Before I jumped into Enterprise Sales, I was in Finance. I worked at a manufacturer that was evaluating SAP. That background gave me an edge: understanding customers’ financials changes the game. Why should sales reps care about financial statements? Because it turns you …
Relationship-based selling used to be enough to secure a seat at the table. Today, with shifting trade policies and complex buying committees, it takes more than a brand name to navigate the labyrinth—it takes a total recalibration of your sales DNA. In 2026, the shift from “who you know” to “what you solve” has reached …
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I chuckle when I see Sales Consultants and their cheat sheets and playbooks saying how easy sales is if you follow these tidbits of advice on prospecting, outreach, building pipeline, and how you are going to knock it out of the park. That is only one small aspect of sales. After close 30 years of …
Read more “Why Focus is the New Competitive Advantage in Sales.”
Early in my Sales Career I was taught one of the most important lessons in my entire career. It wasn’t by a Sales Manager. It was by my customer. I politely asked a CEO if he would sponsor an executive briefing so we could present our strategy for healthcare to an entire province. His …
We all watched the magical and inspiring Toronto Blue Jays run to the World Series in the fall. In a time of economic uncertainty and turbulent times they united a country. They were a team in every sense of the word; no egos, injured, vulnerable and all stepped up at different times. The thing that …
Training for a triathlon taught me far more than how to swim, bike, and run. It taught me about discipline, leadership, and perseverance in every part of life and business. The lessons I learned on early morning rides, long training runs, and in the open water translate directly to achieving success in enterprise sales. Here …
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