Posted on December 8, 2015
Each year, sales leaders invest heavily in their annual kickoff or sales conference. Presumably, it’s purpose is to motivate the troops, introduce new products and services and solidify messaging for the market. But that’s only thinking tactically. Winning sales leaders use their kickoff conferences to drive behavior, set tone and build culture. That’s why the selection …
Posted on November 18, 2015
After a writing journey that took almost three years, I’m excited to announce my next book, Dealstorming: The Secret Weapon That Can Solve Your Toughest Sales Challenges. Penguin Portfolio will publish it on Feb 23, 2016. It marks my return to talking about my days at Yahoo as a sales executive and introduces research and …
Posted on October 21, 2015
Yesterday I attended the first day of CEB’s annual Sales & Marketing Summit. It’s a must-attend for all B2B sales and marketing leaders, offering the most current view into the buyer’s world and the best practices that come from following hard data. The opening keynote by CEB’s Brent Adamson blew my mind as he revealed …
Posted on October 2, 2015
In 2000, I attended my first sales kickoff at Yahoo!. Our company (broadcast.com) had been purchased by them, and I had just moved to California to lead a sales-enablement/swat team. Little did I know at the time, but this kickoff event would change my life. Usually, you’d think that the kickoff’s purpose was to introduce …
Posted on September 25, 2015
It’s that time of year when publishers release copious amounts of business books. You’ve probably seen them popping up in the airport book shops. As a voracious reader and blurb-giving-author, I have the opportunity to review dozens of them between July and September. My interests range from sales & marketing to leadership to futurism to …
Posted on September 25, 2014
If you’ve attended a conference or visited the business section of a bookstore recently, you’ve likely been encouraged to bring your creativity to work. There are dozens of books out, promising help you get unstuck and start your creative juices flowing. Almost half of the lectures involve a discussion on the pressing need to be …
