Continuous Sales Learning

Continuous Sales Learning

Jun 22, 2023 | Learning

What is Continuous Sales Learning? Why is it important? After 30+ years in Technology Sales, there is an opus piece of work that I still need to complete. It will be the legacy that I leave behind for the Complex B2B Sales SaaS community at large. Including my two...
Lessons in Competitive Positioning

Lessons in Competitive Positioning

Apr 13, 2023 | Learning

Many years ago, I learned an absolutely invaluable lesson in competition. I was employee #10 and working for a Boston based software company that developed the first Applicant Tracking System (ATS) that scanned resumes and created a digital searchable version of the...
Flawed Lecturers (aka: Beware the Charlatan)

Flawed Lecturers (aka: Beware the Charlatan)

Aug 21, 2019 | Leadership, Learning

The great thing about Social Media is that everyone can easily publish their thoughts and opinions. And the worst thing about Social Media is that everyone can easily publish their thoughts and opinions. Anyone can now conduct “research” and publish their “findings”...
The Context Behind the Data

The Context Behind the Data

Mar 29, 2015 | Learning, Sales

Metrics are good. They can be valuable and you can glean insight from them. But my admonition to all is that you proceed with caution when it comes to using metrics and data to make business decisions. All too frequently, I see business leaders completely absorbed in...