A quarter century ago, NY Times bestselling author, Malcom Gladwell released, The Tipping Point: How Little Things Can Make a Big Difference. Gladwell’s central argument is that a social idea or movement’s success ultimately depends on the efforts of few key individuals. This is further expressed in concepts such as the Pareto Principle, i.e., 20% […]
Monthly Archives: February 2025
Sales Organization Functions: A Guide for Transitioning Service Members
Part 1. Functions To help educate transitioning service members on the Sales profession or General Management opportunities, I thought it may be prudent to start on the organization itself, namely the functions it performs. Before diving into the functions, let’s start by understanding the concept of “Go-To-Market” (GTM). Simply put, GTM is how a company […]
The Law of Similarity – Tell Your Story
I stood at the front of the room, hands at my sides with my chest pushed out. It was the first presentation training in my new role as a sales account manager. I had rehearsed for days in preparation for this moment. I wanted to impress my new teammates with my knowledge and engagement. However, […]