(A.K.A. How to Turn the “Voice of the Customer” Into Your Competitive Advantage) Most organizations face the same invisible wall — a...

The Project Moneyball YouTube channel is more than just conversations - it’s a window into the minds of entrepreneurs, GTM leaders, CEOs,...

Project Moneyball Sales training & workshops Too many reps confuse qualification  with discovery . They walk into a first meeting with a...

Sales organizations often rely on lagging indicators like win rates or total revenue to evaluate performance. The problem? By the time...

The Missed Opportunity in Most Sales Organizations Too often, sales enablement is treated as a support function - the team that builds...

(This article was first published on October 14, 2020, during COVID. Yet, in light of the aftermath and the ongoing economic climate, its...

Competition gives birth to innovation. That’s a fact. Without competition iPod, iPhone, Windows, and Google would probably have not been...

Hiring for a Sales Enablement role? Here's something to read in between interviews... I find those conversations with entrepreneurs and...

Upfront Contract In this article I will be sharing a high level introduction to Revenue Intelligence followed by a brief snapshot of the...

This does not make any sense... Those Kamikaze pilots deliberately crashed their planes directly into enemy warships, why did they bother...

One of the biggest challenges for hiring managers is to build a scalable team from scratch with the right people, with the right culture...

Everyone would agree that the job market today is transforming rapidly. A templated CV stacked with qualifications and experiences is not...

In the dynamic landscape of modern Sales, Sales Enablement stands as a cornerstone for organizations striving to empower their Sales...

(A glimpse into the inevitable evolution of Sales Enablement)   Probably one of the most common and painful challenges for Sales...

(A glimpse into the inevitable evolution of Sales Enablement)   During one of our Friday Walk & Talks, my wife was excitedly discussing a...

Two years ago, GTM was just another buzzword. Today, more and more roles are adopting a   GTM approach - and even GTM titles. The shift...

In almost every Sales Dev training I’ve run in the last 15 years, I’ve seen the same pattern:   A prospect is showing interest by making...

Here’s the hard truth about Enablement: 👉 When sellers hit quota, no one questions Enablement. 👉 When they don’t — Enablement is the...

A few years ago, I was leading workshops and enablement sessions - doing what I loved - but deep down, I knew I had more to give.   Fast...

Lately, I’ve been speaking with founders and early-stage entrepreneurs building the next wave of sales tools. As someone who’s...