Sales Performance

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Sales Performance

Why I Wrote a Book with My Brother

“You should have written the book.” We were three margaritas in, and my brother Chad was giving me a hard time for not leveraging my...

U2: A Science Project in Service of Art

It was a chilly night in Norman, Oklahoma, when the sky opened up and it started to rain. Running for cover wasn’t a consideration since...

Make Better Decisions Faster: A Conversation With Paul Epstein

“I can’t decide.” So I didn’t. The truth is, avoiding that hard decision and others like it cost me time, opportunity and cycles of unnecessary...

I Will Be Happy When …

“Are you enjoying your summer?” I stared at that text message from my coach. I thought about it deeply and eventually responded: “Regarding summer, I...

Why We Need to Enable — Not Manage — Performance

Few organizations are better authorities on the evolution of performance management than Betterworks, whose annual State of Performance Enablement report dissects what employers are doing...

Stacking Value to Drive Growth

Did you know 87% of sales opportunities have medium to high amounts of customer indecision? And when you add in economic uncertainty, inflation, supply chain...

The Magic of Creation

concept—> review —> create —> TEST —> iterate A few weekends ago, I hit the pause button to take in the John Mayer solo tour...

4 Questions to Build Trust in a Team

“How can I support you in the work you are doing?” On the surface, it seems like a simple question. But when sales leaders pose it...

Creating Something New

In my business, a break in the action means it’s time to create something new. Every entrepreneur, executive, leader, manager and individual contributor needs to...