No Surprises. You sit in a revenue org? This is one of your many responsibilities. [2.5 Min Video] ⬜⬜⬜ CHAPTERS ⬜⬜⬜ 0:00 - The Mandate 0:15 - Why (in the Macro) 1:00 - Why (In the Micro) 1:30 - Between Macro/Micro 1:45 - How the org needs to think 2:00 - How to reduce surprises 🟩🟩🟩 ACTION 🟩🟩🟩 If you're a #CEO or #CRO and need to reduce surprises in your revenue delivery ▶️ REACH OUT ◀️ Macy Tanking and I can talk you through how we leverage systems thinking to improve p

Jam session on the most powerful but under-utilized tool in the sales toolbox. [2.5 min edit] from a 15 min convo with Macy Tanking. ⬜⬜⬜ CHAPTERS ⬜⬜⬜ 0:00 - The under-utilization observation 0:30 - How I use it when selling 1:10 - Win Rooms & change mgmt 1:35 - Illustrative example real example 2:10 - Sales rep quotes on Win Rooms 🟨🟨🟨 CONSIDER 🟨🟨🟨 We can turn your biggest deals into a powerful classroom... ...where both reps AND their managers embrace applicable learnin

"LoserBoard" just sounded too punitive. [3 min video] ⬜⬜⬜ CHAPTERS ⬜⬜⬜ 𝟬:𝟬𝟬 - 𝗪𝗵𝗮𝘁 𝗶𝘁 𝗶𝘀 & 𝘄𝗵𝘆 𝗶𝘁 𝘄𝗮𝘀 𝗻𝗲𝗰𝗲𝘀𝘀𝗮𝗿𝘆 𝟬:𝟮𝟱 - 𝗧𝗵𝗲 𝟭𝘀𝘁 𝗲𝗹𝗲𝗺𝗲𝗻𝘁 𝗼𝗳 𝗮𝗰𝗰𝗼𝘂𝗻𝘁𝗮𝗯𝗶𝗹𝗶𝘁𝘆 𝟬:𝟯𝟱 - 𝗧𝗵𝗲 𝟮𝗻𝗱 𝗲𝗹𝗲𝗺𝗲𝗻𝘁 𝗼𝗳 𝗮𝗰𝗰𝗼𝘂𝗻𝘁𝗮𝗯𝗶𝗹𝗶𝘁𝘆 𝟭:𝟭𝟱 - 𝗧𝗵𝗲 𝟯𝗿𝗱 𝗲𝗹𝗲𝗺𝗲𝗻𝘁 𝗼𝗳 𝗮𝗰𝗰𝗼𝘂𝗻𝘁𝗮𝗯𝗶𝗹𝗶𝘁𝘆 𝟭:𝟰𝟱 - 𝗪𝗵𝘆 𝘁𝗵𝗲 𝟯𝗿𝗱 𝗲𝗹𝗲𝗺𝗲𝗻𝘁 𝗶𝘀 𝗖𝗥𝗨𝗖𝗜𝗔𝗟 𝟮:𝟭𝟬 - 𝗧𝗵𝗲 𝗸𝗲𝘆 𝗾𝘂𝗲𝘀𝘁𝗶𝗼𝗻 🟨🟨🟨 REMEMBE

TOUGH LOVE: You can't blame your sales reps about this complaint anymore. --AI HAS SOLVED IT-- [3 min video] ⬜⬜⬜ CHAPTERS ⬜⬜⬜ 0:00 - The complaint 0:30 - Why you can't complain 0:45 - How the solution works 1:30 - Unacceptable excuses 2:20 - How we help you deploy this 🟩🟩🟩 ACTION 🟩🟩🟩 If you're a #CEO or #CRO who still has this complaint and wants it to go away for good... ▶️ REACH OUT ◀️ Macy Tanking and I can help you understand the process. --------------------------

This is what it looks like to have your entire C-suite involved in sales. [3.5 min video] ⬜⬜⬜ CHAPTERS ⬜⬜⬜ 0:00 - What it is 0:25 - How it's used 1:10 - Illustrative deal blockers 1:50 - 3 things this does 2:15 - Not just the blockers 2:45 - For Churn & GRR Issues 3:05 - When the C-Suite is involved 🟨🟨🟨 CONSIDER 🟨🟨🟨 ❌ 𝗙𝗼𝗿𝗴𝗲𝘁 𝗮𝘀𝘀𝗶𝗴𝗻𝗶𝗻𝗴 𝗘𝘅𝗲𝗰 𝗦𝗽𝗼𝗻𝘀𝗼𝗿𝘀 𝘁𝗼 𝗔𝗰𝗰𝗼𝘂𝗻𝘁𝘀... ✅ 𝗧𝗿𝘆 𝗮𝘀𝘀𝗶𝗴𝗻𝗶𝗻𝗴 𝗖-𝘀𝘂𝗶𝘁𝗲𝘀 𝘁𝗼 𝗱𝗲𝗮𝗹 𝗯𝗹𝗼𝗰𝗸𝗲�

Your sales people don't have a job. [3 MIN VIDEO] ⬜⬜⬜ CHAPTERS ⬜⬜⬜ 0:00 - The big question! 0:20 - Why think of sales as a craft 0:50 - The variety of roles 1:20 - The lifeblood 1:35 - Vs a "line-person job" 2:00 - The 2nd big question 2:35 - Why it's so exciting & meaningful 3:00 - To love and be 𝘱𝘳𝘰𝘶𝘥 𝘰𝘧 selling 🟩🟩🟩 ACTION 🟩🟩🟩 𝗜𝗳 𝘆𝗼𝘂'𝗿𝗲 𝗮 #CEO 𝗼𝗿 #CRO 𝘄𝗶𝘁𝗵 𝗮 𝗿𝗲𝘃𝗲𝗻𝘂𝗲 𝗼𝗿𝗴 𝘄𝗵𝗼 𝗮𝗽𝗽𝗿𝗼𝗮𝗰𝗵𝗲𝘀 𝘀𝗲𝗹𝗹𝗶𝗻𝗴 𝗹𝗶𝗸𝗲 𝗮 '𝗷𝗼𝗯' 𝗶�

Sales Enablement is not the same as Sales Effectiveness. This table illustrates nicely. 🟥🟥🟥 THE PROBLEM 🟥🟥🟥 Sales enablement prepares reps. But preparation doesn’t win deals. 𝗖𝗢𝗠𝗣𝗘𝗧𝗘𝗡𝗖𝗘 differs from 𝗣𝗘𝗥𝗙𝗢𝗥𝗠𝗔𝗡𝗖𝗘 Enterprise revenue dies in the gap between knowing and applying that knowledge in the field. 🟨🟨🟨 THE PIVOT 🟨🟨🟨 Enablement builds competence. Effectiveness builds performance. One happens off the field. The other happens in live d

This last two weeks has been Sales Kick-Off Mania. Delivering keynotes & workshops has taught Macy Tanking and me a few things. 🟥🟥🟥 3 MISSES 🟥🟥🟥 (𝟭) 𝗦𝗔𝗟𝗘𝗦 𝗢𝗥𝗚𝗦 𝗔𝗥𝗘 𝗗𝗘𝗦𝗣𝗘𝗥𝗔𝗧𝗘 𝗙𝗢𝗥 𝗛𝗘𝗟𝗣 Something isn't working today with the current approach to s͟a͟l͟e͟s͟ ͟e͟n͟a͟b͟l͟e͟m͟e͟n͟t͟. (𝟮) 𝗦𝗔𝗟𝗘𝗦 𝗢𝗥𝗚𝗦 𝗔𝗥𝗘 𝗗𝗘𝗦𝗣𝗘𝗥𝗔𝗧𝗘 𝗧𝗢 𝗕𝗘 𝗜𝗡𝗦𝗣𝗜𝗥𝗘𝗗 Something isn't working today with how s͟a͟l͟e͟s͟ ͟m͟g͟m͟t͟ is managing and leading (𝟯

See 3 tangible outputs your 🔸make or break deals 🔸 receive from a Rev(X) Win Room [3 min video] ⬜⬜⬜ CHAPTERS ⬜⬜⬜ 0:00 - The 3 Outputs 0:20 - The 1st Score 1:05 - The 2nd Score 1:35 - The Path to Improve the Scores 2:14 - Before/beyond the deliverable 🟨🟨🟨 !BUT, WAIT! 🟨🟨🟨 This deliverable output is only one advantage of the Win Rooms. The real benefit is in: → Deals Won → Skills Learned & Retained → Sales Team Transformation (ICs & Mgmt) 🟩🟩🟩 ACTION 🟩🟩🟩 𝗜𝗳 𝘆𝗼𝘂