Field Notes
Where Sales Strategy Meets People Strategy
Practical, research-backed lessons on hiring, leadership, HR, and building sales organizations that produce predictable results.
Psychometric Testing for Sales: What Actually Predicts Performance
Psychometric testing for sales candidates only works if you use the right tools. Learn why standard personality tests fail and what actually predicts revenue.
Stop Playing Chess With Your Pipeline: Sales Is a Game of Poker
Stop treating your sales pipeline like a game of chess. Learn why sales is actually a game of poker and how probabilistic thinking drives more closed deals.