WORKWEEK

The Insight: Pipeline as a Performance Multiplier The revelation was clear: while personal development is a marathon, a well-stocked pipeline could sprint us to our goals. Even a team member with a modest win rate can exceed targets if they’re juggling more opportunities. It’s a simple numbers game: more leads mean more chances to close,…

In my early years, I was all about drive and ambition. Charging into every situation at full speed. There was no task I couldn’t put more energy into to get done. And it worked. This approach did bring me success, but as I transitioned from salesperson to sales leader, I realized the importance of managing…

From my journey in sales leadership, one principle has always stood out: never enter a sales engagement without solid data. I encourage my teams and urge you ( and your teams ) to avoid emotion-led pitches. Instead, lead with data and reinforce with emotion, conviction, and confidence. Here are three critical data points every sales…

Remember when having tons of data at our fingertips seemed like a superpower?  During my time in sales leadership, I encountered what I call the ‘avalanche of data.’ Initially, it seemed like a goldmine – these insights into every microscopic aspect of my team’s activities. But here’s the twist: this data deluge blurred my focus…

Last Week’s Reflection: Data vs. Emotion Last week, we discussed the critical balance between data and emotion in sales leadership. Pivoting from that discussion, let’s delve into an aspect of data crucial for our success: understanding leading versus lagging indicators. A Look Back at My VP Role In my early days of sales leadership, it…