I rarely accept things in the business world as they appear to be. Below the surface processes and metrics -- that's where the good stuff is, and where we need to go to drive real change.Long version:I have more than 25 years of experience in B2B demand generation and management, spanning a broad array of industries and markets.For more than two decades spanning the gap between marketing and sales, I have developed a wealth of expertise in the alignment of marketing and sales organizations. For the last decade, I've been researching, writing, and speaking to promote the transformation that is and must continue to occur in B2B. Toward that end, I've authored and co-authored a wide range of key models and frameworks for SiriusDecisions, Forrester (incl the last two versions of the Waterfall), and now at 6sense, and I've spoken at dozens of industry events across the globe, including 4 appearances as a SiriusDecisions Summit keynote speaker. My BA is in psychology and journalism from Indiana University Bloomington and my MS is in organizational psychology from San Francisco State University. In addition to dozens of business briefs and articles, I have been published in both literary and scientific publications.I also have academic research experience in the fields of social and personality psychology, judgment and decision-making, and consumer psychology with an emphasis on evolutionary consumer psychology. My favorite topics to read and discuss include evolutionary psychology, paleoanthropology, and the history and evolution of language.