Why speed on base wins in baseball and sales
Dave Roberts' stolen base in game four of the 2004 American League Championship started the Red Sox historic comeback against the Yankees that resulted in them winning the 2004 World Series.
How to create an anti-sales culture on your team
Have you heard the story about the new sales director, whose predecessor handed him three envelopes on the first day of the job?
Sales enablement technology - good or bad?
Technology is great when it’s used effectively for the right reasons. But far too often sales enablement technology simply allows us to do harmful and ineffective things quicker and in greater volume.
You made your Hydra, here's how to unmake it
You know this scenario. You wanted to enable your sales team, so you purchased a CRM from a trusted vendor that promised you everything.
Is Your Sales Tech Stack Investment Being Wasted?
I was at a golf practice range the other day. I took a nice, easy swing, heard that ultra-satisfying “click”, and watched the ball travel straight downrange and land exactly where I intended it to. And for a moment, one brief, fleeting moment, I actually believed I was getting better at this game.
How poor sales tactics destroy sales with bad evolution
Far off the coast of Ecuador, deep in the South Pacific Ocean, lies a collection of tiny, remote islands called the Galapagos. There in that ocean, in the midst of the Galapagos, a rim of volcanic rock rises from the sea to surround an ancient crater, together forming a hot and treeless island called Daphne Major.
