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...
