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HOW TO RUN A BETR SKO (WITH A REAL ROI)

Let’s assume you’ve read the other blogs in this series. You’ve realized your strategic plan is mostly budgeting in disguise. You’ve stopped rearranging your org chart like a game of corporate Rummikub. And you’ve come to terms with the fact that last year’s SKO was a PowerPoint-palooza with dry chicken and a team that remembered […]

SKO SEASON: POWERPOINT PALOOZA AND OTHER EXPENSIVE MISTAKES

It’s that time of year again: Flights are being booked. Ballrooms are being reserved. Executives are pretending they’re motivational speakers. Yes, it’s Sales Kickoff (SKO) planning season. SKOs should be the ignition point for the year’s go-to-market strategy. They should inspire, align, and sharpen execution. But too often, they deliver fatigue, confusion, and a branded […]

STRATEGY & EXECUTION: CONNECTING SOME DOTS

The connection between corporate strategy, sales strategy, and a Sales Kickoff (SKO) is both critical and often underleveraged. When aligned well, these three elements form a closed loop of strategic clarity, executional alignment, and frontline empowerment. When disconnected, they create confusion, misallocation of resources, and underperformance in the field. Let’s unpack the connection through a […]

YOUR ORG CHART IS NOT A STRATEGY: STOP REARRANGING DECK CHAIRS

There’s a strange ritual that happens in boardrooms every fall. Executives gather to review “next year’s plan,” and somewhere around slide 38, someone suggests that what the company really needs is… a new org structure. Cue the whiteboard marker. Circles. Boxes. Dotted lines. Innovation achieved! If you listen closely, you can hear Peter Drucker facepalming […]

STRATEGIC PLANNING SEASON: WHERE GOOD INTENTIONS MEET THE STATUS QUO

  Let’s just say it: most strategic planning processes are neither strategic nor particularly planned. They’re mostly budgeting exercises and wearing a strategy hat. They masquerade as thoughtful, future-focused sessions, but in practice, they resemble a mix of political theater, spreadsheet jockeying, and a PowerPoint rehash of last year with minor tweaks.  Welcome to Q3 […]

THE COMFORTABLE DISCOMFORT OF SALES TRANSFORMATION

Why Changing the Game Starts with Ditching the Couch Welcome to the paradox of sales transformation, where everyone agrees something needs to change… as long as it doesn’t make them too uncomfortable. Think of it like upgrading from your favorite, sagging couch to a standing desk. One promises better long-term health and performance. The other? […]

REAL TALK FROM A GEN Z IN THE SALES ENABLEMENT TRENCHES

Alright, let’s get into it. Consider this your unsugarcoated download from someone knee-deep in the world of B2B sales enablement. If you’re expecting a shiny LinkedIn-style pep talk, this isn’t that. I’m just here to tell the truth. The whole messy, glorious, frustrating truth Outdated Tech Is Slowing Us Down Why, in the year 2025 […]

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