The B2B Playbook for Strategic Sales Leadership

The Sales Iceberg: What Leaders Don’t See (and Reps Live Every Day)

When problems only float to the surface after deals sink.

Dec 1 • 

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November 2025

What if Everything You Know About Pipeline is Wrong

From "urgency creation" to "archaeological excavation"

Nov 18 • 

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The Mercenary, the Pirate, and the Corsair

What your company’s logo really says about your legitimacy.

Nov 17 • 

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The Dance of Death

Why doing more, faster, might be the modern way of dying in circles.

Nov 14 • 

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October 2025

The Illusion of Alignment: Why RevOps Won’t Fix Your Revenue Problem

Every company today claims to be “aligning sales, marketing, and customer success.”

Oct 31 • 

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Sales Isn’t Gymnastics. It’s Football

You know the type of sales advice I’m talking about.

Oct 26 • 

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Are We Entertaining Ourselves to Professional Death?

How LinkedIn became our digital television.

Oct 24 • 

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Sales Propaganda: Using the System Without Being Used by It

When people hear the word propaganda, they imagine wartime posters or political slogans.

Oct 15 • 

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September 2025

The Strength of a Pause

It’s been a while since I last wrote here.

Sep 26 • 

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July 2025

Know What You're Worth - And Who's Willing to Pay for It

A father hands his son an old watch and says, "Take it to the pawn shop and see what they'll offer."

Jul 13 • 

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June 2025

B2B Sales: Stop Hunting. Start Fishing.

For decades, we've lived by a simple story in sales: There are Hunters who chase new customers, and Farmers who grow existing ones.

Jun 26 • 

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The C-Suite Skill They Don't Teach in Sales Training

Few minutes into my pitch to the C-suite, I could feel the room slipping away.

Jun 22 • 

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