COVID-19 created a world-wide crisis and is negatively impacting many businesses. It's important we don't stop working during this time, but rather, keep our revenue engines running. When the crisis slows or ends, you don't want to have an empty pipeline....

At Xbox, my boss Don Mattrick used to ask this question every time we met: "Val, did you make more than a week’s progress last week?" He would want to know what he could do to speed up how I delivered my goals, what was in the way that he could help...

In order to be a quota crusher, you have to know how to ask the right questions. Understanding your prospect’s problem better than the next salesperson (and making sure your prospect sees that you understand) will set you apart from the competition....

This past week Google, Apple, Microsoft, and Amazon all advised corporate employees to temporarily work from home resulting in a flurry of meetings switching to the dreaded Zoom/Teams/BlueJeans/webEx video alternatives. Most problems with video calls...