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 readingHow to Resize and Retool Your Sales Force
This is a post I never wanted to write. I originally posted it as a LinkedIn Article in August of 2020 and unfortunately, find it relevant again already in mid-2022. At the time I published it initially, I had hoped the worst of the pandemic-fueled layoffs were behind us. Unfortunately, many company executives still needed […]
Continue readingWhy I Decided to Join the SPARXiQ Team
[NOTE: This post was originally published in late November of 2018. I have updated it to reflect a few changes, including the company rebranding, my title, and some cool new solutions that we offer.] The position change announcement feature on LinkedIn has become the birthday announcement on Facebook. Except for anyone with a large network, […]
Continue readingStamp Out Selling Superstition with Buying Process Exit Criteria
“Always be closing… That doesn’t mean you’re always closing the deal, but it does mean that you need to be always closing on the next step in the process.” – Shane Gibson This is probably obvious, but before you panic from thinking that I’ve suddenly become an ABC fan and am sitting in a Cadillac with […]
Continue readingTransform Your Sales Results with a Systems Approach – Part 5: Sales Management
In Part 1 of this series, I shared my belief that the solution to many of our current sales problems, and a viable vehicle for radically transforming your sales results, is a Systems Approach to Sales. The four systems I recommend as a starting point are: In Part 2 of the series, I highlighted the Sales Selection System. In Part 3 […]
Continue readingTransform Your Sales Results with a Systems Approach – Part 4: Sales Training
In Part 1 of this series, I shared that the solution to our current sales problems and the vehicle for transforming your sales results is a Systems Approach to Sales. The four systems I cited are: Sales Selection System Sales Readiness System (formerly Sales Support) Sales Training System (formerly Sales Learning) Sales Management System In Part 2 of […]
Continue readingTransform Your Sales Results with a Systems Approach – Part 3: Sales Support
In Part 1 of this series, I shared that the solution to our current sales problems and the vehicle for transforming your sales results is a Systems Approach to Sales. The four systems I cited are: In Part 2 of the series, I highlighted the Sales Selection System. In this Part 3 post, I […]
Continue readingTransform Your Sales Results with a Systems Approach – Part 2: Sales Selection
In part 1 of this series, I wrote about the challenges we face in the sales profession and shared my opinion that… …the solution to our current sales problems – and the vehicle for transforming your sales results – is a Systems Approach to Sales. There are many sales systems, but the four I prioritize […]
Continue readingSales Enablers: For Best Results, Focus on Sales Force Performance (not Sales Reps)
Have you reviewed sales enablement job descriptions lately? As members of the burgeoning Sales Enablement Society or the Sales Enablement Community of ATD (and almost anyone close to the Sales Enablement market) will tell you, “sales enablement” means different things to different people, and is being executed differently in different organizations. This certainly is apparent in […]
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