When it comes to revenue, a B2B CEO really only needs to answer two questions to themselves, their board and their stakeholders: 1-How much are we going to sell, and by when? 2-How are we going to sell more? If you can’t answer these two questions with confidence, the most common instinct I see is to push harder on the sales team. Sometimes this is the right move but about ~40% of the time it isn’t. At the wrong time, pushing harder on the sales team can waste a quarter or mo

Your sales team isn't performing. You know this because the deals aren't coming in. You know this because your numbers aren't telling you...

The way to foster resilience and optimism is to get out of our heads and into action. Here's how: Step 1: Acknowledge that what we...