I thought coaching my kid’s football team would be easy. After all, I’ve spent most of my career leading and coaching salespeople. But within 14 minutes of my very first practice, my entire plan had collapsed into chaos. 🏈 That experience—and many that followed—taught me lessons that have reshaped not only how I coach kids, but also how I lead in business. In my latest blog, I share the humbling moments that taught me these lessons, and how they apply far beyond the footba

The biggest growth opportunities are often sitting in your current accounts—yet Account Managers rarely capture them. Why? Because growth requires hunting skills (finding new stakeholders, building business cases, winning new opportunities)… skills that Farmers (AMs) aren’t always trained to use. The result? Partnership Reviews get ignored, meetings never get scheduled, and competitors step in. If you want to grow inside existing accounts, your Farmers must learn to hunt.

I used to think a solid sales process was enough to win. Turns out…process alone doesn’t get a buying group to decide. The sales process IS building the business case: - Why 🤔 Align the group around the problem. - How 🛠 Build the case in public, step by step. - Who 🎯 Equip your champion to carry it into the room. When you nail these three, proposals stop being reveals and start being confirmations.

Generic outreach is a connection killer. Every stakeholder has a different scoreboard. A one-size-fits-all value proposition won’t resonate. By tailoring your messaging to their priorities, performance measures, and pains, you move from vendor noise to trusted partner—and open doors with your Blue Chip prospects.