Jun 18, 2018 | Best Practices
I’m often asked how do you build an effective sales playbook. All too often, my company is brought in after the client has spent considerable time and dollars on a failed sales playbook project. Sometimes the client tries to do it themselves. Other times they...
Dec 15, 2017 | Best Practices
I had a breakfast meeting with a prominent Venture Capitalist this morning. Our topic of conversation was the state of technology sales. More specifically, how grossly inefficient the technology sales paradigm really is. And unfortunately, it’s only getting...
Oct 1, 2017 | Best Practices
Words matter. And if you are a sales professional, then they matter a lot. In fact, one word can make the difference between winning a new customer and losing a new customer. Great sales reps spend a lot of time thinking about the words that they will use with their...
Jun 15, 2017 | Uncategorized
I remember it vividly, as if it were just yesterday. It was my worst day in sales. I had been selling software for 5-6 years at that point in my career. Still had a ton to learn and lots of room to grow as a sales professional. But I was feeling pretty good about...
Sep 21, 2016 | Best Practices
Sales Enablement is a really hot topic these days. A Google search on “sales enablement” yields 1,950,000 results. A LinkedIn search on the same phrase shows that 230,595 LinkedIn profiles have “sales enablement” as a skill, along with 64 different Groups that claim...
Jun 29, 2016 | Best Practices
“Steve, you have to compete every day of your life and never give up!” Those were frequent words of advice from my Grandfather. He was born in 1900 and emigrated from Canada to Haverhill, Massachusetts when he was a very young child....
May 24, 2016 | Best Practices
Are you sick and tired of the customer survey travesty? These days it seems whether you take your car into the dealership for a servicing, eat out at a restaurant or have internet cable service fixed at your house, there is an associated customer survey that...
