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 | Nov 5, 2025 | Organizational Structure, Sales Organizations, Sales Team Dynamics
Organizational and business leaders are struggling with how to build for the future. This makes sense because we live in a world where the promise of AI is very real and apparent, but the current output is less reliable and transcendent than the promise. In this...
by | Sep 17, 2025 | Sales Leadership, Sales Organizations, Storytelling, The Buyer's Mind
As sales leaders, we talk about it all the time. The best way to influence buyers is through telling stories. The idea is to create a beginning, middle, and end, where the buyer is the protagonist and your seller is a consultative supporter along the way. The only...
by | Apr 3, 2025 | Mindset, Sales Organizations, The Seller's Mind
We have all come across sellers whose optimism is nauseating. They are always about to close the biggest deal yet. They project monster numbers, and they consistently talk about how they will “crush their number”. Sometimes they do, and sometimes they don’t but the...
by | Mar 21, 2025 | Sales Organizations, Sales Team Dynamics, The Seller's Mind
I’ve mentioned my nerdy infatuation with the reality shows Survivor and Big Brother in the past, and I’d like to provide another reference related to those shows to help contextualize this post. Specifically, we can learn a lot about organizational dynamics, and power...
