Thirty years in enterprise sales. One lesson at a time.
Your Career Is Quietly Becoming Your Character
Most professionals measure their careers by promotions, compensation, and achievements. This Field Guide invites you to consider something deeper: every difficult conversation, setback, and decision under pressure is quietly shaping...
Your Career Is Quietly Becoming Your Character
Most professionals measure their careers by promotions, compensation, and achievements. This Field Guide invites you to consider something deeper: every difficult conversation, setback, and decision under pressure is quietly shaping...
Leadership Starts Before Permission
Most people believe leadership begins the day they're promoted. In reality, the people who earn the most influence are often leading long before anyone changes their title. This week's reflection...
Leadership Starts Before Permission
Most people believe leadership begins the day they're promoted. In reality, the people who earn the most influence are often leading long before anyone changes their title. This week's reflection...
You're Not Selling a Product. You're Helping So...
Most sellers think customers buy products. They don't. They buy confidence in a future outcome. In this essay, JV explores why enterprise sales is really about helping customers make difficult...
You're Not Selling a Product. You're Helping So...
Most sellers think customers buy products. They don't. They buy confidence in a future outcome. In this essay, JV explores why enterprise sales is really about helping customers make difficult...
Your Experience Can Become Your Biggest Blind Spot
Experience is one of the greatest advantages you'll develop in your sales career—but it can also become one of your biggest blind spots. This week, I reflect on two enterprise...
Your Experience Can Become Your Biggest Blind Spot
Experience is one of the greatest advantages you'll develop in your sales career—but it can also become one of your biggest blind spots. This week, I reflect on two enterprise...
Why the Forge Exists
As a new year approaches, most sellers focus on hitting a bigger number. But the more important question is quieter—and more enduring: what kind of seller are you becoming? This...
Why the Forge Exists
As a new year approaches, most sellers focus on hitting a bigger number. But the more important question is quieter—and more enduring: what kind of seller are you becoming? This...
Customers Don’t Buy From Great Salespeople. The...
Customers rarely choose a company because of one great salesperson. They choose the organization that gives them confidence it can solve problems long after the contract is signed. Discover why...
Customers Don’t Buy From Great Salespeople. The...
Customers rarely choose a company because of one great salesperson. They choose the organization that gives them confidence it can solve problems long after the contract is signed. Discover why...