“If only we could prioritize.” That’s not necessarily helpful.

It’s vacation planning season! The concepts apply to business planning too.

The popular parable about blind people and an elephant might shed light on alignment problems on the commercial team.

What does Ohm’s Law have to do with revenue growth?

When commonplace terms like sales, marketing, and product get misconstrued, adding labels, titles, and jargon only adds barriers to alignment.

Strategy is arguably one of the most mishandled words in business. Thinking of it in isolation as “big picture” or “long-term” is limiting and dangerous.

It’s not the product, software, or service that people value per se, but the outcomes that result from buying the offering. “People don’t want to buy a quarter-inch drill. They want a quarter-inch hole!”

Who is that Mark Etting fellow anyway?

What does “sales” mean to you? There are plenty of meanings to choose from.

Inspired by Jeff Foxworthy’s famous “You Might Be a Redneck” bits from the 1990s, here are a few about the sales process that might inspire some changes in your world

There is a difference between a scoreboard and a dashboard. Unless it’s baseball, keep them separate!

Metrics are imperfect by nature. So, please, pick measures wisely!

The idea of changing people’s behavior is daunting and proves futile to most. More oversight, metrics, meetings, emails, and reports don’t seem to inspire healthier behavior. Work on structural alignment with a clear and transparent outcome hierarchy.

Empathy can be a great substitute for expensive and time-consuming market research

If your college roommate calls selling your business a new software system, do you buy? Know, like, and trust…. absolutely. But without utility, it just won’t matter.

Catchy C + C Music Factory songs aside, studies reveal several shocking business realities that should make you go hmmm. Don’t be a statistic.