A Tale of Two Methods

As a vice president, I worked with several direct reports. Each with a unique approach to their roles. It quickly became apparent that their engagement method and grasp of numbers significantly impacted their success and the perception of their leadership skills. This experience highlighted three critical areas in managing upwards and keeping your organizations informed:…

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Integrating Sales and Product Teams for a Landmark Deal

The perfect story for this week’s newsletter came from my last job and a vast deal we worked on. This deal was big and messy, and we knew we needed an edge, something to put it over the top. Faced with a complex deal that demanded a more profound understanding, we turned to an often-overlooked…

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The Quarter-Course Correction

I’d like you to travel back in time with me, back to when I found myself helming a team that was, to put it lightly, floundering. The ship wasn’t just off course; it was taking on water. Fast. I had one quarter to make a 180° turn. And folks, that’s where science met elbow grease.…

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The Untold Story of Revenue Growth

Before stepping into my role as a sales leader, I cut my teeth as a strategic account executive.My mission: To elevate our annual revenue from six to seven figures using only our existing customer base. That’s right – no hunting. Our only option was to nurture the customers we had already sold to.  Initially, I…

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The Shotgun vs. Sniper Approach

Breaking through is the hardest thing we do in sales.  For a good chunk of my career, I was all about the shotgun approach—high volume, blast the market, and hope something sticks. Send 100 emails, make 100 calls, volume, volume, volume.  Don’t get me wrong. It worked. I made my numbers. But it was a…

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