Dan regularly authors a range of thought leadership resources covering topics such as sales best practices, sales leadership, sales recruiting, sales career development as well as sharing his own personal journey.
Coaching won’t get you promoted. Mentoring won’t put your name on the list. And hard work alone won’t break your orgnisation's structural inertia. Only sponsorship does.
Leadership doesn’t feel lonely at the start. It only feels lonely once you realise the truth - most conversations are no longer safe. The higher you go, the fewer places you as a leader can speak freely.
Most sales leaders aren’t bad at accountability, they were simply never taught how to drive it properly.
Most people believe promotions work like this - I do great work; I get recognised for it; I get promoted. That story is comforting because it seems extremely logical. It’s also plain wrong.
I’ve sat through hundreds of deal reviews and loss reviews in my sales career. And if I’m honest, many of them were deeply flawed and a complete waste of time.
Most sales leaders say they’re coaching their teams. In reality, many are simply using coaching to avoid driving accountability.
The Camino de Santiago had been on my bucket list for years. My "reframing" last July finally gave me the gift of time to pursue it. I had no idea what was waiting for me on the other side.
I've read hundreds of these now, and increasingly I can't distinguish one senior leader from another by their resume alone. Not because the leaders themselves aren't different, but because the resume has stopped showing me that.
Exactly one year ago today, I walked away from my role as Managing Director JAPAC at HubSpot. I left because I chose to retire. And when I told people, the looks on their faces told me everything.
This morning I attended the APAC B2B Marketing Leaders Forum. I was one of only a handful of sales leaders in the room which, in itself, tells you something.