#sales strategies Tag

The Wolf, the Eagle, and the Sheep: What Does It Have to Do with Sales? In the 2001 movie Training Day, the lead character, Alonzo Harris, a Los Angeles police officer played by Denzel Washington, makes these memorable statements: “You got to decide whether you’re a wolf… or a sheep” “A wolf doesn’t concern himself with the opinion of sheep.” Although the character who delivers the line is hardly a model of integrity, the quote itself has an interesting message about confidence, independence, and conviction. The basic idea is that people who are confident in their abilities and committed to a particular mission should...

18 August, 2026

I joined a large consumer goods market research company as Vice President of Client Services (Sales), replacing a highly respected executive who had led the sales organization for more than twenty-five years. He was understandably surprised that he was being replaced, but that is a story for another day. For more than fifty years, the company had been the undisputed leader in its industry. It enjoyed an enviable reputation, a loyal customer base, and dominant market share. But dominance can create complacency. A fast-growing start-up entered the market with superior technology, faster delivery of customized research, and significantly lower prices. Customers quickly...

21 July, 2026

Why use the Player/Coach Model? This hybrid approach combines hands-on contribution (Player) with team management and mentorship (Coach). It is common in startups and agile organizations. The model offers leaders who both do the work and shape strategy.  It can be deployed in sales and non-sales positions. Rethinking the Player/Coach Model in Sales Leadership Late in my career, I held a role as a sales manager while also carrying an individual sales quota. Although I achieved considerable success in that position, it was also one of the most stressful periods of my professional life. Looking back, I am convinced that my team would...

19 March, 2026