On October 9th, I turn 60. And it appears to be a tradition on milestone birthdays to share the number of lessons learned for years lived. So, apparently, I owe you 60. Sixty lessons from selling, leading, coaching, getting things…

Your vision shouldn’t be something you create, admire, and then forget about. It should change what you notice day to day. Once you know where you’re trying to go, you begin seeing what’s happening differently. You hear something in a…

Over the last few weeks, I’ve been asking you to put yourself back in learning mode, look for the gaps between what you know and what you actually do, and question your conclusions long enough to make sure you understand…

If you’ve ever played Clue, you know how easy it is to develop a theory before you have all the information. You start collecting clues, eliminating possibilities, and pretty soon you have a good idea of what happened. Then another…

Most experienced inside sales leaders already know a lot about leadership. You know one-to-one conversations should happen consistently. Coaching needs to be specific to the salesperson. Expectations need to be clear. You need to inspect what you expect. You know…

Back-to-school season gives us permission to revisit something we think we already know. For an inside sales leader, that might be how you run your 1:1s. How you coach. How you create accountability. How you talk about the pipeline. Or…

What do you believe about yourself as an inside sales leader? Not what your title says. Not what your boss thinks. Not what your latest performance review says. What do YOU believe? Years ago, my coach asked me a question that stuck…