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I told a struggling VP of Sales: "You used to be Michael Jordan. Now you need to be Phil Jackson." If you remember the Chicago Bulls Dream Team, you know exactly what I mean. Here is the trap I see over and over again in sales organizations: → The best salesperson gets promoted to manager. → They thrive… until the team grows past 8 or 9 people. → Suddenly everything breaks. The reason for that is… Role confusion. Selling and leading are not the same job. You have to move from

I was recently in a conversation with a fellow go-to-market advisor, and he said something that resonated:  “Too often, sales methodology...

There’s a reason your sales team keeps saying the same thing, and it’s not because it works. Too often, sales messaging becomes locked in...