Oct 20, 2015 | Best Practices
Why Are You Accepting Sales Failure? Think of the ancient Greek mythological figure of Sisyphus applied to sales (https://en.wikipedia.org/wiki/Sisyphus) I was chatting about the state of enterprise sales with a long time enterprise sales colleague of mine last week....
Oct 12, 2015 | Best Practices
The most powerful word in sales is “no”. I was reminded of this once again over the past several weeks in various business negotiations. Let’s start with the fact that the customer is not always right. In fact, sometimes the...
Sep 17, 2015 | Best Practices
“The trouble with every one of us is that we don’t think enough. Knowledge is the result of thought, and thought is the keynote of success in any business.” -Thomas J. Watson (Founder and CEO of IBM) The coolest job I ever had was when I was in college and was a...
Jul 30, 2015 | Best Practices
The inspiration for this post was my recent visit to Boston and one of my closest friends in the world twin sons. They are identical twins and are four years old. I would be remiss if I didn’t point out that they are absolutely the cutest boys on the planet. My...
Jun 30, 2015 | Best Practices
My blog posts are mostly inspired by real world sales interactions that I’ve experienced first hand. That includes both the good and bad sales experiences. Being a perpetual student of the sales game, I collect the extreme examples of both in my own little...
Jun 19, 2015 | Best Practices
I got together with an old colleague and his sales team for dinner the other night. It was a blast as each one of us enterprise software sales veterans tried to outdo the other with our respective sales war stories. Suffice to say, there was ample material...
Jun 10, 2015 | Best Practices
What is a thought leader? According to Forbes, thought leaders are: “… recognized as one of the foremost authorities in selected areas of specialization, resulting in its being the go-to individual or organization for said expertise. A thought leader is an individual...
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...
