Over the last two weeks, my LinkedIn feed has been full of Sales Kickoff posts. It got me thinking about goal cycles.
I like goals.
What I like more is discipline backed by systems that actually get work done.
Back in 2012, when I was running a GTM team, my boss, Peter Weyman, handed me The 12 Week...
Scaling sales teams often make the same mistake:
They try to manage behavior instead of building a system.
Endless one-on-ones, activity policing, skills oversight—it all piles up. Leaders get overwhelmed. Reps feel micromanaged. And performance stalls.
The fix isn’t tighter management. It’s a sys...
After 19 years in tech startups and scale-ups, I transitioned into consulting. Over the past 9 years of working with fast-growing companies, I’ve noticed some consistent obstacles that continuously trip up leaders.
If you’re leading a fast-growing startup, scale-up, or even a mid-market company fac...
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