In the classic game show Name That Tune, contestants bet on the minimum number of notes required to identify a song. You too can Name That Revenue Problem in just 6 notes.

Leadership teams often conflate the vision, strategy, and plan. Clarify with a SMART destination, shared path that considers time, capital, and risk, and a documented operational plan.

Moving as many people as possible through this journey from clueless to contagious is the basis of any company’s growth and success. Do you know what it takes?

“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!