Thought leadership
Lessons learned, written down.
Articles on selling in the AI era, becoming the trusted advisor and leading sales teams that last. Drawn from thirty years in enterprise sales, and a few miles on the triathlon course.
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What Triathlon Taught Me About Developing Sales People Who Actually Last
I absolutely love this quote from Mark Allen. The similarities in triathlon and sales are undeniable. “Triathlon is never only about Triathlon.…
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The Shift from “Who you know” to “What you solve”
Relationship-based selling used to be enough to secure a seat at the table. Today, with shifting trade policies and complex buying committees,…
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Why Focus is the New Competitive Advantage in Sales.
I chuckle when I see Sales Consultants and their cheat sheets and playbooks saying how easy sales is if you follow these…
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Augmented Selling: Transitioning from Transactional Rep to the AI-Enhanced Trusted Advisor
Early in my Sales Career I was taught one of the most important lessons in my entire career. It wasn’t by…
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Fractional Sales Leadership: Pick the One Who Builds Your Next Leader
We all watched the magical and inspiring Toronto Blue Jays run to the World Series in the fall. In a time of…
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Rethinking What it Means to Lead
Prior to the holidays, one of the great CEO’s in Corporate History passed away. Lou Gerstner led one of the most significant…
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10 Key Takeaways From Triathlon for Enterprise Sales
Training for a triathlon taught me far more than how to swim, bike, and run. It taught me about discipline, leadership, and…
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