WORKWEEK

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:…

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…

The Island Mentality in Sales Leadership It’s easy to get caught looking inward.  I once had a leadership role where the team and I got so locked in on achieving success, on our internal strategies and goals we lost sight of a crucial aspect of business success.  We stopped being team players. Stopped collaborating with…

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.…

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…

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…