Insights
February 27, 2026
February 3, 2026
On Sunday, April 17, 2016, I was having lunch with some friends, a few of whom were in the process of purchasing homes. I asked whether […]
January 23, 2026
B2B enterprises are facing a significant challenge: the rise of a “Growth Divide.” This phenomenon splits the business landscape, separating a few top performers from their […]
January 22, 2026
The B2B landscape has reached a pivotal turning point. Organizations are overwhelmed by data from numerous ad platforms, CRMs, and revenue systems, yet this overload of […]
January 21, 2026
Many of our engagements start with a client stating, “we need to make changes to our sales compensation plans”. Their goal is generally some combination of […]
January 20, 2026
Last year, I got a husky named Luna Moon. From the start, I knew she was strong-willed and would require significant training. Therefore, I worked with […]
January 6, 2026
You already understand what market share means; what you need is a method to measure market share and demonstrate whether your business is genuinely gaining ground […]
January 5, 2026
December 17, 2025
Everyone in sales right now is being told the same story: “AI will fix your pipeline hygiene, forecast accuracy, lead scoring, rep onboarding, account research, territory […]
December 3, 2025
The corporate world has seen numerous layoffs announced from 2022 through 2025. Big Tech, in particular, laid off tens of thousands of workers, reversing the massive […]
December 1, 2025
Why Sales Compensation Teams Must Understand Quota Setting Over the years, I’ve worked with many Sales Compensation Professionals. While most have a solid grasp of the compensation plan including measures, […]
November 24, 2025
The Challenge I’ve worked in Sales Compensation for a long time, and believe me, implementing processes tied to legal requirements can be challenging. Laws evolve quickly, […]