People Perform According to How They Are Paid

Everyone Has a Number . Recently I had a conversation with the CEO of a large media/advertising company. We talked about using compensation plans as a way to build confidence and trust between the company and employee. Brief synopsis (cliff notes version) below: People are motivated by different things. As leaders within a company – we need to realize this to get the best out…

Success During a Downturn

Its no secret that times are weird right now. Nuts. Lots of businesses are struggling to survive. Unemployment is at record levels. From what I can gather – history hasn’t seen this since the\ Great Depression of 1929. Not trying to be insensitive or tone deaf. There is real struggle and its difficult for many. But I’m a believer that positivity breeds success. So…where do…

Never Mistake Activity for Achievement

My dad references this famous quote quite often. In fact, so much so that growing up I originally thought my dad coined the phrase. So who’s the original author? None other than wildly successful and renown National Champion basketball coach John Wooden. The Wizard of Westwood Wooden earned three straight All-America selections as a guard at Purdue University and was named team captain as a…

Coaching Basic Blocking and Tackling as a Sales Leader in SaaS.

A few weeks back, I had an insightful conversation with a seasoned VP of Sales at a well known, scaling tech company. As background, this company has raised over $100M to date and is on an amazing trajectory most of us would love to be a part of. But as we talked – I was caught off guard that she was dealing with some of…

7 Horrifying Sales Call Mistakes (Video Below)

If you’re not following Gong’s content online you should start. The thing I love about what they share is the data doesn’t lie. They take thousands of sales calls and identify what works and what doesn’t. This is a repost that’s worth coming back for. Stop making these 7 horrifying sales call mistakes: 1. Feature dumping – The video shows compelling data: a direct correlation…