Sales Insights & Strategies

Sales Forecasting Models: Linear Regression vs. Statistical vs. AI

Linear regression remains the fastest implementation path for teams with clean, stable historical data and clear input variables; statistical models like ARIMA excel when…

How to Build Sales Dashboards That Managers Actually Use

Why do sales managers ignore most dashboards? The answer is simple: they're built by analysts, not by people who live the sales cycle. "The truth is, a lot of sales…

Data Structure for Sales Pipeline: Fields, Stages, and Integration

Sales pipeline architecture determines whether your team forecasts accurately or chases illusions. The difference between a well-structured pipeline and a fragmented one…

Building a High Performance Sales Culture: Systems and Behaviors

A sales director discovers her team's top three performers all came from the same hiring cohort three years ago. The rest of the team, hired through different processes,…

Sales Rep Certification Programs: Design and Rollout Strategy

Should you certify all reps at once or phase the program by role and tenure? Phased rollouts tied to clear learning objectives and assessment methods reduce failure risk…

How to Launch a Sales Improvement Initiative Without Killing Morale

Sales improvement initiatives fail not because the strategy is flawed, but because teams perceive them as indictments of their current performance. The fix is to reframe…

How to Build a High-Performing Team Without Full-Time Headcount

The gig economy has changed how B2B companies staff their sales functions. More organizations are supplementing, or even replacing, full-time sales roles with part-time…

Why Fractional Sales Enablement Is the Smartest Interim Step for Growing Companies

As organizations move from early traction to real scale, one truth becomes unavoidable: revenue growth becomes harder, messier, and more expensive without structured…

In Honor of International Womans Day

In honor of International Womans Day, thought I share an interview I did on the Jay Maymi Show with KLIF Radio. Pick up the 15-minute share at minute 39. Women are…

My Motto for Years has been Aristotle’s Famous Observation:

My motto for years has been Aristotle’s famous observation: “Excellence, therefor, is a habit, built by the small decision we make as to what we do.” Okay, I paraphrased…

19 WORDS TO IMPROVE SALES PERFORMANCE

It’s an open secret that many of us do not take feedback well. Ask any hiring manager and everyone on the team will claim to be receptive and welcoming of feedback. But…

Getting Past Fast-Food Sales Transformations

Getting past fast-food sales transformations. I love this observation by Flint McGlaughlin of MECLabs, “There are no expert marketers, only experienced marketers and…

Considering Sales Coaching?

Sales is a dynamic field where continuous improvement is key. Whether you’re new to the game or a seasoned player, the idea of working with a sales coach might have…

If You Want a High Performing

If you want a high performing salesteam, hire a sales leader who has a “Yard of the Month” sign in their yard. The correlation between clean lawns and organized leaders…

A New Study Shows that AI is a Viable Coaching Tool for Sales Training

It also illuminates the dynamic interplay between technology and human cognition. As a partner with Corporate Visions, I get the opportunity to access cutting edge…

A Letter to Myself, and My Teams…

A letter to myself, and my teams… Hustling is more than just a technique; it’s a philosophy, a relentless pursuit of excellence fueled by passion and perseverance. It’s…

Unlocking Sales Success: Harnessing the Power of AI and Human Expertise

In today’s competitive sales landscape, staying ahead of the curve is essential for success. I recently attended a conference on AI’s potential role and place in the…

AI Revolutionizing Sales: Embrace the Future or Get Left Behind

Sales is a world dictated by innovation in human connections. The latest might just be the untapped power of artificial intelligence (AI) to reshape the sales landscape.…

Raise a Toast this Weekend if you’ve Ever Experienced this Close Cousin.

Raise a toast this weekend if you’ve ever experienced this close cousin. 😉 Enjoy your ‘Mayhem’. One of the craziest months for working moms. Giv’em some love 💗

The ‘Parable’ of the Talents: A Business Case.

The ‘Parable’ of the Talents: A Business Case. A prestigious business school conducted a final practicum for end of year project. They divided the graduating MBA class…

There are 8 Essential Skills to Master for Effective Sellers

There are 8 essential skills to master for effective sellers. Corporate Visions call these the Great 8…catchy title don’t ya think? These skills collectively enhance a…

46% of B2B Sales Reps List Lead Quantity and Quality as their Top Challenge

46% of B2B sales reps list lead quantity and quality as their top challenge. I find these kinds of things interesting because they beg the question, why? Is the ICP…

Try not to Try.

Try not to try. It’s a paradox in life that often the more we try, the worst things get. We see this is sales all the time. The numbers are down, the edict comes down to…

Is this Good Enough?

Is this good enough? I recently asked my kids to help in the yard by weeding a small but significant patch. ATL is scorching at the moment. However, in a rare break, the…

It’s a Big Marketplace, the Number One Rule of Sales is….

It’s a big marketplace, the number one rule of sales is…. It will take the average reader 1 minute to read my post. By the time you’ve finished reading: $11.4m in…

Growth Hard. Historically, the Efforts of Private Equity

Growth hard. Historically, the efforts of private equity firms to address leadership challenges have been limited primarily to replacing portfolio-company CEOs. Now,…

Had a Funny Discordance this Morning Listening to the Radio

Had a funny discordance this morning listening to the radio. One commentator closed out his segment stating “Here’s the big deal. Kamala Harris is igniting female voters…

The Trouble with Leaders of SMBs.

The trouble with leaders of SMBs. They need leadership, and promote their best, but….

Greed. Leadership. Vanity and Prosperity. It all starts with your mindset.

Greed. Leadership. Vanity and Prosperity. It all starts with your mindset. Recently, I’ve been evaluating some software. You know, the usual sales outreach, enablement,…

Sales Leadership isn’t Just About Hitting Targets

Sales leadership isn’t just about hitting targets, it’s about transforming a team into a powerhouse of performance and innovation. At its core, sales leadership is…

Few Activities Improve Sales Performance More than Coaching

Few activities improve sales performance more than coaching. Salescoaching is essential for leaders aiming to sharpen their team’s skills and boost performance. By…

Why your Reps are Losing Deals.

Why your Reps are losing deals. When a rep engages with a prospect, they spend a lot of time trying to differentiate their solution from a competitive offer. It’s a hard…

I’ve Been Getting Some Garden Done Lately.

I’ve been getting some garden done lately. Getting it ready for next Spring. Gardening and Sales are like that. Prepare early, monitor. Enjoy the growth. I’ve noticed my…

Over the Past 7 Days, I have Received Over 1K Black Friday

Over the past 7 days, I have received over 1K Black Friday / Cyber Monday offers. Some are significant, 50-60%, some are just silly, “Buy 15 get 1 free.” But my favorite,…

Neurons Actively Reshape Themselves During Learning

What Do You Call a Sales Rep Who Hits

Q: What do you call a sales rep who hits quota 5 years in a row? A: A liar. Yeah, it’s an oldie but goodie. Want another? Okay! Q: Why did the plumber’s rep not hit…

As a #fractional #cro (Chief Revenue Officer) I Do 4 Things:

As a fractional CRO (Chief Revenue Officer) I do 4 things: Lead, Coach, Manage and Motivate Sale Teams. Though discussions vary on topics, Strategy is one that seems to…

It’s Crunch Time for #sales Reps

It’s crunch time for sales reps. The informal end of the business year in the US is Thanksgiving. Things just seem to wind down. Appointments are harder to get. Attention…

Could your Organization Profit from a Fractional CRO (Chief Revenue Officer)?

Could your organization profit from a Fractional CRO (Chief Revenue Officer)?

This is Final in a 3-part Series on Trends in Selling

This is final in a 3-part series on Trends in Selling. The first was the role of digitaltransformation and how it drives the Customers’ journey with your company. You…

Part 1 of 3 Trends in Selling

Last week I spoke to a group of Small Business owners, regarding 3 trends in selling that I’d like to share out. Although the audience was primarily B2B sellers, it does…

Most Small Business Feel They Need More Leads to Increase Sales

Most small business feel they need more leads to increase sales. I am not so sure that’s entirely true. Here’s why: Most businesses do not know how much they are spending…

Trends in Sales: Part 2 of 3 Talent Wars and the Law of Averages

Trends in Sales: Part 2 of 3 Talent Wars and the Law of Averages.