Executive perspectives on leadership, sales, strategy, technology and growth.
Growing organizations often hire for the structure they believe they should have before defining the capabilities they actually need. Sustainable growth starts by aligning business needs with capability, authority and accountability—then building the organizational structure and leadership around them.
A familiar business mantra encourages us to act first and ask for forgiveness later. But as responsibility grows, leadership requires something more nuanced: the judgment to know when to seek permission, when to create alignment, and when to simply act.
Hiring senior talent requires more than matching a résumé to a job description. The strongest hiring decisions balance capability, experience, industry relevance, economics, and culture—while recognizing when exceptional talent may create opportunities beyond the role itself.
The traditional hunter-versus-farmer model no longer captures what great enterprise sellers do. Modern sales professionals must create, develop, expand and protect business—and sales organizations need environments that enable all four.
AI and automation have made it easier than ever to reach prospective customers. But as access becomes commoditized, credibility, trust and authentic relationships are becoming more valuable—not less.