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 Sales Hall of Fame and Hall of Shame. Admission is free…
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 between us to write several lengthy novels. Some…
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 or firm that significantly profits from being recognized as such.” (source: http://www.forbes.com/sites/russprince/2012/03/16/what-is-a-thought-leader/)…
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 full of enthusiasm and ready to build the next great company. At…