by | Mar 19, 2026 | Organizational Structure, Sales Leadership, Sales Organizations, Sales Team Dynamics
I once had the opportunity to work with a guy named Rob. Well, I didn’t really work with him so much as watch him dance circles around me and the entire rest of our sales team. He wasn’t naturally charming or handsome, and he wasn’t particularly intelligent or a force...
by | Mar 5, 2026 | Organizational Structure, Sales Organizations, Sales Team Dynamics, Selling with AI
The conversation around AI that is dominating news and social media is all about how many of our jobs can already be done by AI. We see posts and articles about the increased power of AI its ability to do most white collar jobs. The only question is how quickly will...
by | Dic 3, 2025 | Sales Leadership, Sales Organizations, Sales Team Dynamics
Revenue is increasing! Pipeline is improving! Sales cycles are getting shorter! Those are all good things, but scaling a sales organization eventually means maturing the organization to the point where revenue is balanced with cost, and the biggest cost in any...
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 | 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...
by | Oct 14, 2024 | Sales Leadership, Sales Learning, Sales Team Dynamics
We have all sat through bad meetings. Many of us have also been meeting planners and have spent time trying to find and mold content to fill up a meeting. There are important and foundational activities that sales leaders can use meeting time for that will help drive...
