Jun 28, 2018 | Best Practices
Are you losing deals due to a competitor’s feature? I talk to VPs of Sales and sales leaders every day. I’ve been in technology sales for over 25 years and it’s my passion in life. There is nothing that drives me crazier than when I hear a Sales...
Jun 26, 2018 | Best Practices
Why Do We Keep Accepting Failure in B2B Technology Sales? The statistics are sobering and can actually be downright depressing. Well regarded industry analysts keep sharing their research findings on the current state of B2B technology sales…and we’re failing. Badly....
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...
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...
