Building Your Professional Brand

Building Your Professional Brand

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...
Flawed Lecturers (aka: Beware the Charlatan)

Flawed Lecturers (aka: Beware the Charlatan)

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”...
What is Your Sales Discovery Efficiency Rating?

What is Your Sales Discovery Efficiency Rating?

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?

What Do Customers Really Want?

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...
Cracking the Code to Buyer Engagement

Cracking the Code to Buyer Engagement

The clock’s running out and your project has a strict deadline. You managed your time right, double-checked your work, and at the last second, your computer starts to glitch. Then there is that moment when you “crack the code” to the underlying problem, feel an...