Shift Your Perspective, Change Your Sales Landscape

If you’ve been following me for long, you know I’m a student of systems thinking. I’ve been taking a training with Cabrera Lab, the think tank run by Drs. Derek and Laura Cabrera of Cornell University. As I’m going deeper with their systems thinking framework called DSRP, I can’t help but notice all the ways their model can help us sell better.

Podcast - The Evolving Landscape of Sales Development with Alan Maguire

Join us as we welcome back Alan McGuire, the Founder/CEO of ESI to discuss the evolving trends in B2B sales, focusing on talent strategy and the nuanced distinction between training and education. Alan sheds light on how organizations are now more than ever investing in commercial talent to navigate the complexities of modern sales environments.

Jason Jordan’s Pipeline Management Training Takes You Back to Basics – In The Best Way

I recently attended a training with Jason Jordan (co-author of Cracking the Sales Management Code), his Pipeline Management Training. I was happy to experience training that takes us back to what really matters. While a great deal has changed in this industry over the past decade, the foundations that underpin good sales practice have not.

Podcast: Strengthen Your Sales Coaching Skills with These Episodes

In today’s competitive and rapidly evolving sales landscape, effective coaching has never been more critical. Whether you're a sales manager aiming to elevate your team or an individual looking to enhance your own performance, the right coaching strategies can make all the difference.

To help you become a more impactful sales coach, we've curated a selection of episodes are ideal for strengthening your leadership capabilities and refining your approach to sales coaching.

Control Disguised As Coaching

Often, when I talk to managers, they tell me how much time they spend coaching. They tell me stories of meeting, weekly, with their people, doing reviews, pipeline discussions, activity discussions—all sorts of “coaching meetings.” They say, “Dave, coaching is important and we are spending a lot of time coaching…”

Podcast: Season Round-up for The 3 Ts

As we wrap up this season of the podcast, we’re excited to look back on all the episodes we've shared and the incredible conversations we’ve had.

Each episode brought unique insights, stories, and moments, and now we’ve gathered them all in one place for you. Take a listen to any episodes you may have missed!