Customer value and time transformation As a seasoned sales professional, I am amazed by AI's impact on transforming time into customer value. What...

AI enablement Why am I so adamant about distributors enabling AI without delay and with a sense of urgency? The answer is because AI is already...

The Early Movers  AI never ceases to amaze me. I’ve just read another article about the rapid changes it's bringing. AI feels like a gold rush,...

In today's accelerated B2B environment, response speed has become a critical competitive differentiator. According to Harvard Business Review,...

This article on Monthly Sales Assessment is the last in my series on the AI-Enabled Sales Process. The Monthly Sales Assessment is a joint...

Throughout this AI-Enabled Sales Management series, we've examined AI tools that help maintain analytical focus on key performance indicators...

In my career in sales management, I witnessed too many outside sales reps (OSR) get distracted and lose some top account opportunities. Today, AI...

Throughout our AI-Enabled Sales Management series, we've explored AI directives for call reporting, calendar planning, prospecting, dashboarding,...

We've all experienced the disappointment in learning that one of our Top Ten Accounts is switching to a competitor. There is a practical way to...

A Customer 360 Meeting is an annual event during which all points on the circle of your relationship with your customer are discussed. These...

Macro key performance indicators (KPIs) serve as the lifeblood of a growing, profitable business.  In AI-Enabled Sales Management, the ultimate goal...

Before a manager and salesperson can create a strategic plan for the future, they must scrutinize past and present performance through Key...

While macro indicators shape overall sales impact, a select group of micro indicators truly drives measurable success. These key metrics are...

Modern sales dashboards A great deal has changed in the world of sales, but certain aspects remain critically important. For example, call...

The importance of management Much has changed in the world of sales, but the importance of managing sales prospects remains high. An active...

Artificial intelligence is revolutionizing time management, and AI planners are leading this transformation. Moreover, these intelligent systems go...

Managing your Reps — Setting Expectations and Providing Reviews  This is the first in a series of articles I am writing on AI’s impact on managing...

Do you know who your buyers are and what they expect? According to LinkedIn’s 2025 B2B Buyers Report , Millennials now make up 73% of all B2B buyers...

I recently read “Another Way” by Dave Whorton. In this book, Whorton gives practical advice and real-world examples of companies going Evergreen....

Early in my career, I worked for an international distribution company with a steep corporate ladder to climb. As a sales manager, I oversaw a...

Like so many areas of business, the art of strategic planning has been greatly altered by the introduction of new technology. Software applications...

Traditional forecasting When I retired from a very successful distribution company in 2018, we were creating our strategic plan using the most...

Using intuition As a consultant, I am often asked to interview potential new executive employees for my clients. In my sales management career, I...