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Should sales people be measured and compensated on when the customer says yes, or when the deal revenue recognizes? Read More

During the next three weeks I'm going to share a three part series with you. We'll focus on building a championship pipeline! Part 1 of 3 begins with— Read More

Number 20 in a series of 28 posts on sales effectiveness based on Kilcullen's original 28 articles on counterinsurgency. Read More

Sometimes my personal life as a husband collides with my professional life as a sales trainer and consultant. Here's a great example. Read More

Everyone in business has at list minimal understanding of their market, but do you really understand yours? Read More

Part 17 in a 28 part series on succeeding in sales using Kilcullen's 28 articles for counterinsurgency. Read More

Most sales people spend too much time on the means rather than capitalizing on the opportunities presented by the end. Learn more on A Random Walk Up Sales Street. Read More

“Leading and collaborating with stakeholders and employees in a hyper connected marketplace.” With employees, customers and stakeholders equipped with technology that allows for mass collaboration and rapid communication we as leaders need to understand how to harness this technology and the crowds we are connected to. Today's workplace is n Read More

I hereby proclaim today a "Fearless Friday." Be fearless today! Read More

Number 14 in a 28 part series on sales effectiveness, based upon KIlcullen's 28 Articles for Counterinsurgency. Read More