With companies having to shift rapidly, moving to and implementing organic marketing has to be done efficiently while still turning a profit. Forbes asked the members of Forbes Business Council to share how leaders can navigate organic marketing in a way that is profitable, including me.

If I gave you a technical manual filled with everything you need to know about the sport of boxing, how many times would you need to read it before you were comfortable stepping into the ring with a professional boxer? When it comes to learning how to do something effectively, knowledge is not enough.

I once observed a board meeting that went on for four hours without mentioning one pretty important thing: The Customer. What does this mean?  

When you Google, “best sales leadership resources,” you’d expect to find an abundance of options to pick from, right? Sadly, no.

When your car won’t start, you don’t look at the speedometer. You follow the diagnosis it provides: Check the engine. How do you address stuck sales?

What’s the difference between a sales problem and a revenue problem? Learn the difference and why it matters if you want to grow your business.

When I was 11 years old, I placed third in an international Kyokushin karate tournament. And I cried. People compete for different reasons.

If you get drunk, drive home, and arrive without getting arrested or hurting anyone, was it a good decision? Why manage your team with this mindset?

Good sales reports tell you who’s working, who’s not, and what their results were. Great sales reports go one step further.

What do 15 years of martial arts and sales leadership have in common?

Great coaching dramatically improved my performance.

That’s why I’m paying it forward.

My management career started unexpectedly. With a move that could have, and in some cases would have, put me out of a job, I found myself with new responsibilities.

Being the “expert” in your prospect’s business, “establishing credibility immediately,” and “bringing a piece of information that shows you understand the prospect’s business right away” is great advice to salespeople that are an expert, have credibility, and do understand the prospect’s business. What if you don’t?

It’s tough to design a sales comp plan that works for every situation. But these are some sure signs your current plan needs improvement.