“Top Line” is directed to sales and marketing executives, CEOs, other senior management and entrepreneurs who are interested in managing and improving their sales and marketing functions. Each week, I will share some of the experience I’ve developed over a nearly thirty-year career in sales and marketing management. Over the coming weeks, I will address […]
Read more...Napoleon Hill’s line opens Chapter 4 of Worth the Work, and it names the exact place where a lot of promising businesses never actually start: the gap between having a compelling vision and having something you can act on Monday morning. The trap of eloquent generalities Worth the Work illustrates this with a founder — […]
Read more...Research cited by Forbes has found that companies with strong cultures grow revenue up to four times faster than competitors with weak ones. Not because culture makes people happier, though it often does, but because culture is the operating system that determines how fast and how well every other decision in your business gets made. […]
Read more...Vince Lombardi put it this way: “It’s not whether you get knocked down; it’s whether you get up.” It’s the quote that opens Chapter 2 of Worth the Work, and it’s there because it’s the single most accurate description of what entrepreneurship actually tests. Not your idea. Not your resume. Whether you get up. Mindset […]
Read more...According to the Kauffman Foundation, the number of entrepreneurship courses offered at U.S. colleges and universities grew from roughly 250 in 1985 to more than 5,000 by 2013 — and nearly 90% of American universities now offer at least one. Entrepreneurship isn’t a niche elective anymore. It’s one of the fastest-growing areas of undergraduate study […]
Read more...If you’re running a business right now, you already know something most business books quietly ignore: your problems don’t show up one at a time. You’re trying to close a sale while a key employee is giving notice. You’re revising pricing while your accountant is asking hard questions about cash flow. You’re thinking about culture […]
Read more...According to a Harris Poll survey commissioned by Zapier, 61% of Americans have had an idea for starting a business. Ninety-two percent of them never followed through. Sit with that for a second, because it’s not a small gap. It means the overwhelming majority of people who’ve thought seriously about building something of their own […]
Read more...I recently joined Deborah Agrafojo, Partner at Touchstone Advisors, to discuss my new book, BYOB: Build Your Own Business. Below are the audio podcast and video recordings of that conversation. The podcast is also available through Apple podcasts, Spotify and Amazon Music under “Touchstone Talks.” In this episode, David Wallace, author of Build Your Own Business(BYOB) […]
Read more...Picture this: It’s December 2026, and you’re reflecting on an incredible year. Your revenue targets weren’t just met—they were exceeded. Your team worked like a well-oiled machine, departments collaborated seamlessly, and you successfully expanded into that new market you’d been eyeing. What made the difference? You started planning for 2026 right now. The “Too Early” […]
Read more...In the world of business negotiations, the difference between closing a deal and walking away empty-handed often comes down to one critical skill: your ability to “read” your counterpart. This isn’t about mind-reading or manipulation—it’s about developing a deeper understanding of the person across the table to create genuinely mutually beneficial outcomes. From Pitch to […]
Read more...Is Your Sales Team Really Reaching Your Target Prospects? In today’s hyper-connected world, sales success isn’t just about making calls and sending emails — it’s about strategic communication that meets your prospects where they are. Let’s face it: your buyers are bombarded with messages every day. Some check email religiously. Others scroll through LinkedIn, listen […]
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