Jun 4, 2015 | Best Practices
I’ve been working in B2B technology sales for over two decades. The past 22 years of my career have been based in Silicon Valley. It can be truly exhilarating to work with twenty something year olds freshly minted with their college diplomas, chock...
May 29, 2015 | Best Practices
“Why” is the most important word and concept in sales. We have a habit of overcomplicating sales. I know that I’m certainly guilty of this at times! But if you strip away all of the selling methodologies, frameworks and strategies that are...
May 20, 2015 | Best Practices
Recently I’ve been reminded of the old adage: “You never get a second chance to make a first impression.” That quote has been attributed to Oscar Wilde, Will Rogers and Mark Twain among others. Suffice to say that it resonates with a lot...
May 19, 2015 | Best Practices
My first sales mentor always emphasized that I needed to build, cultivate and manage my professional network. That was the foundation for sales and business success. Now at the ripe old age of let’s just say a whisker over 50 years old, I’m...
May 19, 2015 | Best Practices
Sorry to inform you, but the vast majority of B2B enterprise sales teams out there today, are of the stooge variety. Not the sage variety. And that’s a huge problem. What do I mean by this? Quite simply that most sales teams are going...
