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Leaders across organizations of all sizes face a common challenge: managing the competing priorities of people and tasks. This challenge becomes particularly acute when stepping into new roles or managing large or inexperienced teams. As companies grow and market expectations increase, leaders must ...

Over the years, I've noticed one typical SKO mistake that is more significant than any other, the trap of focusing on ideas and not keeping an eye on reality or the practical.

Don't misunderstand me...you want some kind of inspirational vision and high-level strategy. However, the reality is that y...

I have been part of so many SKOs for clients. So, I realize just how much difference a good place makes. Yet, many management teams still regard choosing the location for their sales kickoff SKO as nothing more than a logistics puzzle to be solved. But the place chosen is more than just a location f...

You realize how essential a Sales Kickoff (SKO) is in laying the foundation for your sales year. It's more than an event; it's a golden opportunity to ignite your team, educate them, and get everybody in line! But this gathering is centered around a crucial choice — who should be the keynote speaker...

As a revenue enablement firm, we have seen the very best and worst-run sales kickoff (SKO) events, We’ve seen it all. … from PowerPoint marathons to experiences that unite teams for the year ahead. The difference? Purpose: The whole event serves as a North Star. Without the crowd-focused, achievable...

For seasoned business leaders, the opportunity to run a high-growth business unit inside a larger, established organization can be an exciting challenge. You get the benefits of a well-resourced corporate parent combined with the agility and pace of a startup environment. However, making this career...

In a recent exchange between our managing partner, Richard Ellis, and Justin Barney delved into the intricacies of crafting a successful career path as a Chief Revenue Officer (CRO). The insightful conversation shed light on the strategic maneuvers and leadership acumen necessary for aspiring CROs t...

This post is a summary of the discussion Richard Ellis had with Mike Fouts about the shift to a digital-first sales motion. Listen to this engaging discussion on our podcast page.

The digital-first sales motion is rapidly gaining traction as customers across industries and generations increasingl...

Mark Gaydos shares how the DiSC model helps teams understand each other's work styles, interact more positively, and build trust through small moments.

Our work lives are often defined by the big moments – promotions, setbacks, and major wins. However, it's the small, daily interactions that shap...

Sellers need the coaching and guidance of their leaders, but truly impactful coaching has a few key characteristics. Make sure you incorporate the 3 Cs of effective coaching into your regular coaching cadence.

1st C: Effective Coaching is Contextual

Contextual coaching ensures that the guidance pr...