Why Great Account Management Is Critical to Building Durable Revenue
Abstract Companies invest significant energy in winning new customers, but durable revenue depends just as much on what happens after the sale. Strong account management protects existing revenue, identifies opportunities for growth, deepens customer relationships, and provides valuable insight into changing customer needs. For sales leaders, the challenge is turning account management from a reactive […]
Why Great Sales Teams Win Before the First Conversation
Abstract Once an organization knows which customers it should pursue, the next challenge is turning that focus into disciplined sales execution. Great sales teams don’t simply generate more activity. They prioritize the right accounts, prepare before engaging, and consistently invest their time where they have the greatest opportunity to create value. Stop Hunting. Start Planning. […]
Why IgniteSkills Academy Limits Classes to 8–10 Participants
One question I get asked quite often is: “Why do you limit your IgniteSkills Academy classes to only 8–10 participants?” The answer is simple. Because people don’t grow from listening. They grow from participating. At IgniteSkills, we want every participant to leave with more than a notebook full of ideas. We want them to leave […]
Beyond the Pipeline: Finding the Right Opportunities for Growth
Sustainable growth takes more than simply filling the pipeline. It requires knowing where the greatest opportunities exist, understanding the potential within current customer relationships, and making deliberate choices about where to invest time and resources. This article from McKinsey & Company offers a useful perspective on that challenge, outlining seven practical tests B2B leaders can […]
The Best Never Stop Learning
Growth doesn’t stop with experience. The Best Never Stop Learning. Growth doesn’t stop with experience. The best salespeople I’ve worked with over the past 35 years all have one thing in common: They never stop learning. It doesn’t matter whether they’re new to the industry or have been selling for 20 years. The best continue […]
How Great Sales Leaders Build Better Customer Portfolios, Not Just Bigger Pipelines
Building Durable Revenue How Customer Strategy Creates Long-Term Enterprise Value Part 1: The Discipline to Say No Abstract Sales leaders are often measured by the size of the pipeline and the amount of revenue they bring through the door. But great sales leaders understand that not all revenue creates value. Every customer shapes the future […]
The Growth Ceiling: Why Leadership Capacity Determines Business Growth
Most business owners spend considerable time thinking about growth. They focus on increasing revenue, entering new markets, hiring talented people, and improving profitability. While each of these is important, another factor often determines whether growth is sustained or stalled: the capacity of the organization’s leaders. Simply put, businesses rarely grow beyond the capacity of their […]
Why Most Strategic Plans Never Become Reality
Every year, leadership teams invest significant time and energy in creating strategic plans. They identify priorities, establish goals, and leave the planning session feeling energized about the future. Yet six months later, many of those same organizations find themselves fighting the same fires, pursuing the same initiatives, and wondering why so little has changed. The […]
Leadership Begins With Responsibility, Not Authority
Many people assume leadership begins when someone receives a new title, promotion, or position of authority. In reality, leadership begins much earlier—with the willingness to take responsibility. Titles may grant authority, but they do not automatically earn trust, influence, or respect. Those qualities are developed through consistent actions and personal accountability. Great leaders understand that […]
Why Good People Clash at Work: The Hidden Assumptions That Divide Teams
Most workplace conflict isn’t caused by difficult people—it is caused by different assumptions. Every person brings a unique set of experiences, beliefs, values, and expectations into the workplace. These mental models shape how we interpret situations, make decisions, communicate with others, and define success. The challenge is that we rarely recognize these assumptions in ourselves, […]