by | Apr 22, 2026 | Book of Business Management, Forecasting, Organizational Structure, The Seller's Mind
We have all come across sellers whose optimism is nauseating. They are always about to close the biggest sale yet. They project monster deals, and they consistently talk about how they will “crush their number”. Sometimes they do, and sometimes they don’t but the...
by | Nov 20, 2025 | Book of Business Management, Organizational Structure, Sales Organizations
How many revenue organizations have you come across that operate on the premise that each additional seller that gets added to the team will generate X amount of revenue based on current seller metrics? The answer is “almost all of them”. This is a form of...
by | Jul 4, 2024 | Book of Business Management, Closing, Urgency
My dad is the first sales person I ever learned from, and I learned a lot from him. He is now a semi-retired non-practicing lawyer, a businessman, a consultant, and an advisor, but he has sold a lot in his career, and knows what he is talking about. One of the first,...
by | Feb 8, 2024 | Book of Business Management, Pipeline, Sales Learning
Many traditional sales managers will push the message that sales is a numbers game. While there is some truth to that, and even low skilled sellers can have some success if the numbers are high enough, the sentiment is detrimental to the development of sales...
