Introduction I’ve been writing and speaking about what separates top sales performers from everyone else for more than two decades. The short answer has always been the same: it’s the Human Differentiators—the capabilities that require genuine human presence, judgment, and connection that AI struggles to replicate, even as its capabilities advance. Great salespeople are other-centric […]
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Introduction When revenue targets are missed, the postmortem tends to follow a familiar script. The pipeline was light. The close rate slipped. Deals pushed. Sales didn’t execute. The prescribed remedy varies, but it usually involves some combination of more training, a new methodology, tighter inspection, some version of the “Harder, Faster, Longer, Louder” school of […]
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A young executive was leaving the office late one evening when he found the CEO standing in front of a shredder with a piece of paper in his hand. “Listen,” the CEO said, “this is a very sensitive and important document, and my assistant has gone for the night. Can you make this thing work […]
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Would you build a house on a foundation of mud and straw? Of course not. Yet that’s precisely what many organizations do when they shortchange Buyer Acumen—the deep, intentional understanding of your buyers that buyer-centric selling depends on—and proceed directly to building out their sales enablement programs, content libraries, training curricula, and messaging frameworks. The […]
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In today’s post, we’ll explore why most sales managers still struggle to deliver consistent, effective coaching that actually moves the needle on performance and why a complete coaching system is the missing piece that turns good intentions into repeatable results. Introduction If you lead a sales team or support one, you’ve likely seen this story […]
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The Data Is Worse Than the Headlines Suggest Gallup’s 2026 State of the Global Workplace report landed last week, and the numbers should alarm every sales leader. Why? Because global manager engagement has collapsed from 31% in 2022 to 22% in 2025—a nine-point drop in three years, with the steepest single-year fall between 2024 and […]
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In this post, I’ll explore one of the most consequential (and most ignored) business problems hiding in plain sight inside middle-market companies: the staggering performance gap that opens up when your sales team operates without a formal, buyer-aligned sales process and a cohesive sales methodology that sellers actually adopt and managers actually coach to. We’re […]
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Sales teams are working harder than ever, yet many aren’t improving. Activity doesn’t equal effectiveness—or growth. That’s why I created the CoNavigator Revenue Intervention Sprints: focused, high-impact solutions that address your most critical revenue constraints. Pipeline Creation: Setting more & better quality appointments Opportunity Conversion: Improving opportunity win rates Account Expansion: Growing accounts strategically The […]
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Introduction This piece is a little different from what I usually publish. I’ve been thinking a lot about the connections that create high-performing workplaces and world-class sales teams—and I’m concerned we’re not seeing enough environments where people can truly thrive. Over the years, I’ve learned that performance isn’t just about talent. It’s about how behavior, […]
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How does your sales methodology stack up against the best? In this article, I’ll explore B2B sales methodology differentiators—the mindsets, skills, and behaviors that top performers use to win more deals and build lasting customer relationships. The content was forged from 16 years of conducting Top-Performer Analyses, so you can compare how your sales methodology […]
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