Accelerate Growth with Revenue Intervention Sprints
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 […]
Continue readingThe Time-to-Value Fallacy: Why Adoption Beats Speed
Executive Summary Sales leaders often chase fast sales training implementations to hit time-to-value targets. The problem? Research shows short programs rarely drive adoption or mastery—especially for a full methodology. Extended, science-backed sales training using bite-sized learning, spaced repetition, retrieval learning and practice, and weekly manager support (including coaching) delivers far higher adoption. Over 75% adoption […]
Continue readingHuman Differentiators: A Powerful & Sustainable Competitive Advantage
CEOs, Sales Leaders, and Enablement Professionals of all flavors: Today, I want to talk about that thing we’ve said for years is our competitive advantage, but on which we rarely walk our talk. Yes, I’m referring to our people, our talent, and for us, specifically—our sales force. “Our people are our competitive advantage.” – Said […]
Continue readingStraight Talk About What Holds Companies Back from Getting Better Sales Results
CEOs, Sales Leaders, and Enablement Professionals: Today, I want to talk about something that may be a bit uncomfortable and may even upset some of you. But the title of this article includes “Straight Talk” so I’m going on the record about things I see that hold companies back from getting better sales results. Buckle […]
Continue readingTop Producers vs. Top Performers: Why the Difference Matters in Sales
“What if your ‘top producer’ isn’t your best performer? And what if promoting them could hurt your team?” In this article, I reveal the critical differences between top sales producers and top sales performers. Top-performer analysis reveals what truly drives consistent success — empowering leaders like you to hire smarter, train and coach more effectively, […]
Continue readingImplementing the Building Blocks of Sales Enablement: Mastering the Sales Systems
[This post was originally published here, in my Sales Enablement Straight Talk newsletter] Today, I want to delve into the nuances of the systems that support the Building Blocks of Sales Enablement framework. Many of you have asked about these systems – how they differ from the blocks (and support them), and how to maximize […]
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