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 …
We’ve had another three months to watch AI reshape how enterprise deals get done. And here’s what the data keeps confirming: the reps and leaders winning aren’t the ones who’ve mastered the best prompts — they’re the ones who’ve mastered themselves. In enterprise selling, frameworks and methodologies still matter. But AI has now automated much …
Punching above your weight isn’t about pretending to be bigger. It’s about understanding how the giants think — and acting where they hesitate. Most SMBs lose before the fight even starts. Why? Because they try to copy the giants: If you’re small and slow, you’re just small. The real advantage of SMBs: strategic agility Big …
Read more “Punching Above Your Weight: The SMB Advantage in Interprovincial & Global Markets”
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.”
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.”
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 …
Prior to the holidays, one of the great CEO’s in Corporate History passed away. Lou Gerstner led one of the most significant turnarounds in history at the helm of IBM from 1993-2002. The stock grew by 800% in his time as leader. He was the first outsider to be the leader of IBM with no …