G.T. Toby Stansell

The Danger of the $2M Rainmaker

Your star salesperson just closed a massive deal, but your operations team is panicking. The customer was promised custom features you cannot deliver without burning through your profit margins. High sales volume emanating from a lone-wolf rainmaker feels like a blessing. In reality, it is often an expensive operational

Defeating Your Toughest Competitor: "No Decision"

Your new sales hire came with a pristine resume and gold-plated industry relationships. Now your calendar has plenty of initial meetings, but your new revenue is flat. It's frustrating for you and your sales rep. You might be questioning the rep's drive, knowledge of your

Being Right is Overrated

You sit in a meeting and listen to a member of your team propose a solution. You see a "better" way. You are about to interrupt to correct the path and ensure the result is perfect. Stop. Your need to be right is a bottleneck in your company.

Stop Managing Time, Start Managing Priorities

You likely spent 90% of your day yesterday fighting fires. You felt busy. You were exhausted. Yet you went home feeling like the business didn't actually move forward. Stop trying to manage time. It is a waste of energy. We all have the same 24 hours in a

The Most Dangerous Hire

You hired them because they had "experience." Their resume checked every box. They came from a competitor or a larger firm. You paid a premium because you needed them to hit the ground running. Ninety days later, they are still "assessing the landscape." They are managing

Why You Had to Take the Work Back

You tried to delegate. You told your team, "I trust you, run with it." Three weeks later, you are back in the weeds fixing a mess they created. You feel like you can never step away. You tell yourself, "It’s just faster if I do it