The Competitive Advantage

January 7, 2026

Why Your 2026 Sales Plan Shouldn’t Look Anything Like 2025

“If you keep doin’ what you’re doin’… you’ll keep gettin’ what you’re gettin’.”

That’s one of my favorite business (and life) philosophies. It’s the southern version of, “The definition of insanity is to keep doing the same things over and over and expecting the results to change period.” And the thing is… it’s true.

Let me ask you this… did you (and/or your firm) hit your revenue goal in 2025? Statistics being what they are… you likely fell short. It happens. So, what are you going to do about it in 2026? Or better yet… what are you going to do differently in 2026 to ensure that you reach your goals?

September 8, 2025

30 minutes… 4 times a year

A message for agency owners and CEOs

I was on a call this morning with the Founder and CEO of a midsize firm in our industry. We were having a conversation about sales, part of which was how they were doing with their existing clients. Evidently, pretty good… according to him. “Our clients really like the work our firm is doing for them.” Great!

I followed that up by asking if he spent any time with his clients, particularly his largest accounts. He said, “Not really.”

August 5, 2025

Inside the Mind of a Research Buyer, Part 3

Earlier this year, I interviewed a couple of research buyers around the topic of how they connect with and buy from their agency partners. They were (and still are) among the most read blogs I’ve ever posted. Well, as a result of hosting & moderating the Insights Association’s Summer Sales Webinar Series last month – and attending the Quirks NY Event – I’ve added a few more interviews to the list. I hope you find value in their perspective…

Name: Jen Lovinus
Title: Senior Manager, MRO Insights
Company: Grainger
Years at company: 3