Building Your Professional Brand

Nov 25, 2019 | Sales

If there was just one piece of advice that I would dispense to B2B software sales professionals that are just starting out in their career, it is the following: What is your professional brand that you want to build? How do you want to be remembered by your...

What is Your Sales Discovery Efficiency Rating?

Aug 2, 2019 | Sales

What is your Sales Discovery Efficiency Rating (DER)? It has always been obvious to me that top performing sales reps and sales teams are experts at discovery and discernment. Yet it begs the question, why don’t more companies and sales leaders place an emphasis...

What Do Customers Really Want?

Jul 27, 2019 | Sales

Our customers can be incredibly demanding, right? I mean they just want so many things from us as sales people. Let’s take an inventory of all the “asks” that customers make of us. They want product demos, pricing, proof of concepts (PoCs), technical...

What is the Most Challenging Sale?

Oct 28, 2016 | Sales

What is the most challenging sale you have ever made? What made it so hard? What lessons did you learn from the experience? As a lifelong enterprise sales professional (25+ years and counting), I’d submit that the hardest sale is always the first sale.  Landing...

Why is sales discovery more important than ever?

May 5, 2015 | Best Practices, Sales

In the interest of full disclosure, I have to admit that I am a self-professed sales discovery devotee.  Across my 25 years of selling technology solutions to the enterprise, show me a top performing sales rep or sales team and I’ll show you a sales...

“Super time sensitive – pls open up now”

Mar 29, 2015 | Best Practices, Sales

Couldn’t resist that headline?  How about the puppy?  Aaawwwww.  Someone marketing-wise once told me to always have flags, puppies or kids in any marketing materials.    I hate to admit that it works, even if it is a little hard sometimes to fit a puppy into a data...