Outgrowing some of your loyal employees? Stop hoping they will retire. Instead, use this 4-step solution. You build a business. In every fight along the […]
Fire the Sales Reps Who Are Holding Back Your Company
Let’s be honest. At least a third of your sales people probably need to go… now. Why are you holding on to them? Are you […]
For CEOs Only: Not Making The Sales Cut.
Let’s be honest. At least a third of your sales people probably need to go… now. Why are you holding on to them? Are you […]
Managing New Scouts
I recently sent this email to the head of sales for a company with whom we did our Accelerator 1.0 program. He is a new […]
Ignoring Conventional Wisdom to Field a Big Hunt Sales Team
I just finished Michael Lewis’s Moneyball, an oldie but a goodie. It tells the story of the Oakland A’s and their manager Billy Beane’s fight […]
Performance-based Interview Questions for Sales Candidates
“Trading up” is a term I’ve been hearing a lot lately in the marketplace. CXOs are looking to improve the quality of their talent, so […]
How to Spot a Jerk Boss
A buddy of mine is working for a jerk. Unfortunately, he feels economically trapped at the moment, so he’s suffering through it. The question that […]
Never Waste an Economic Downturn
I honestly don’t know who said it first, so, we’ll just say it was me: “Never waste an economic downturn.” I think it’s brilliant. I […]
