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 …
If you are a sales leader, you are likely being sold that more structure is good. Optimize your processes. Here’s what I have learned and observed 25+ years in Enterprise SalesA process mindset is important, however too much structure is usually a tax to a sales rep not a benefit. What structure should do for …
Read more “Structure should be a weapon for a sales rep, not a chore.”
I absolutely love this quote from Mark Allen. The similarities in triathlon and sales are undeniable. “Triathlon is never only about Triathlon. The swim teaches you how to stay calm when you can’t control the conditions. The bike teaches patience when the payoff is far away. The run teaches you how to keep moving when …
Read more “What Triathlon Taught Me About Developing Sales People Who Actually Last”
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 …
Read more “The Shift from “Who you know” to “What you solve””
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.”