Insights

Effective leadership starts with communication, but not the kind you might think. The real skill isn't knowing what to say; it's knowing when to listen and how to ask the right questions. Learn why the best leaders build trust by seeking understanding before offering answers.

"I don't have time for strategic planning" is rarely about time, it's a clarity problem. After 40 years in strategy, I've learned that companies don't fail to plan because they're too busy. They fail to plan because they can't see why it matters. The difference between moving and actually going somewhere comes down to one thing: making time to understand where you're headed.

Too many companies enter Q4 focused only on closing, neglecting pipeline generation. The result? Q1 begins in a hole, and revenue follows a rollercoaster pattern. This blog explores why consistent prospecting, even during the busiest times, is essential to break the cycle and start the new fiscal year on higher ground.

In this opening post of our GTM Strategy Series, we explore why so many companies struggle with go-to-market execution—and why “I don’t have time” is more of a red flag than a real excuse. From misaligned teams to weak value propositions and constant change fatigue, this article unpacks the early warning signs and lays the groundwork for fixing them. If you're tired of reactive sales tactics and want to build a GTM strategy that actually works, start here.

Win/Loss analysis are an effective tool for gathering customer insights. What are/did they experience emotionally with you offering? Did your sales process help or hurt the buyer's journey? Learn about the impact a Win/Loss analysis can have on your business.

Understanding wins and losses is key to finding what works and what does not.