All Episodes
Making A Difference Podcast — 100 episodes
If You Couldn’t Talk About Your Product, Could You Have A High Impact Customer Conversation?
Success Is Our Greatest Obstacle To Growth!
Can Our People Talk With Customers?
The Cost Of Judgment
Time Isn't The Scarce Resource!
Sensemaking V2.0
Mindsets, Behaviors, Judgment...
"You Can't Handle The Truth!"
Leadership And Judgment
Stop Wasting Seller Time On Forecasting, Start Spending It On Winning!
Are We Designing Judgment Out?
"Everybody's Talkin' At Me......"
Th Cost Of Not Developing Judgment
Judgment Stars Where The Analysis Runs Out
The Answers Are Easy, The Best Answers Are Tough, Implementing Them Is The Real Work
Sales Leaders Moving Out Of The Control Room
The Death Of Sales Management
"If It Can't Be Measured, It Can't Be Managed!"
What Do Chefs And Great Food Have To Do With B2B?
AI Puts Us On The Edge Of A Chasm
You Lost On Price, But That Doesn't Explain Much!
What Are Our Signals Really Signalling?
If We Sell Change, Why Don’t We Change?
Are You Modeling Or Telling?
What If You Only Had 10 Accounts?
Let's Stop It With Value Propositions!
I Surrendered My Brain To Claude
The Captain Doesn't Save A Sinking Ship.....
The Hardest Part Of Coaching Is Shutting Up!
Coaching Isn't The Meeting
Stop Coaching The Deal, Playing Whack-A-Mole In Our Coaching
Everyone Agrees Coaching Matters, Almost No One Does It.
We Keep Falling Out Of Alignment
He Pointed A Finger At Me.....!
Comp Plans Aren't Your Problem
Feedback On Everything Is Feedback On Nothing!
Where''s the differentiation?
Doing The Work!
"Don't Follow Your Passion!"
Choosing The Easier Work And Calling It "Management"
Fixing The "Noise" Does Not Fix The Problem
Form Triumphs Over Substance
We Don't Start With AI
The AI Native Illusion
The Bait, The Book, And The Real Answer
Old-Timers Are Right About What We're Seeing. We're Wrong About Why.
Managing th Number, Missing the Cause
What You Can't Count, You Have To See!
"We Don't Pay You To Think...."
How Much Time Is AI Saving You?
Confident, Decisive, and Wrong!
We're Asking the Wrong Question About AI and Jobs
Do We Even Need A Sales Process?
The SaaS Sales Factory Is Broken
We've Built the Scoreboard but Forgotten the Game!
Are We Using The Same Map?
You Can Lead A Seller To Water, But You Can't Make Them Think!
Discovery Isn't Just For Selling
Do I Care?
"We Are Competing To Lose 80-85% Of Our Deals!"
Prisoners of Our Inexperience
Is AI Making Our People More Capable Or More Efficient?
What If Our Sales Process Helped Our Customers?
Attitude Is Everything!
Drowning In Acronyms, A Survival Guide
When Performance Problems Aren't Obvious---Yet!
Why Benchmarking Fails
Protect Your Focus
Customer Service Or Lip Service
The Power Of "Thank You!"
Sales Excellence, Where Do You Start?
What Are You Willing To Struggle For?
Failing Is Harder Than Succeeding, What If We Start The New Year Focusing On Excellence?
Why Do We Invest So Heavily In Losing?
Walking The Talk, Why I Refused To Settle
A Tale Of Two Sellers
I Can Tell You The Quality Of A Sales Organization Just By......
The One Thing That Matters Most
Why I Advised A Seller To Recommend Her Competitor
Saving Time Is The Wrong Goal For AI
Why We Settle (And How To Stop)
A "Salesperson," The Reputation We Have Earned
The End Of Year Scramble
Our Use Of AI As A "Performative" Tool
Stop Copying What High Performers Do, Copy How They Think
AI Won't Make You Excellent, It Will Only Make You More Of What You Already Are
Meetings Slowing You Down?
It's Not About The Process......
"I Don't Have The Time To Coach!"
What Does Sales Excellence Really Look Like?
Losing Our Entry Level Jobs
The Forecast Isn't A Number!
Setting Up Front Line Managers For Success
Behavioral Steering, Influence Or Manipulation?
Just Good Enough, The New Standard For Performance?
Urgency Alignment
"I'm Wasting My Time Being 'Problem Focused!'"
The Deck Was Never The Point
How You Sell To Me Shows Me How You Will Sell For Me
The Secret To Your Competitive Advantage......