Jun 26, 2018 | Best Practices
Why Do We Keep Accepting Failure in B2B Technology Sales? The statistics are sobering and can actually be downright depressing. Well regarded industry analysts keep sharing their research findings on the current state of B2B technology sales…and we’re failing. Badly....
Jun 18, 2018 | Best Practices
I’m often asked how do you build an effective sales playbook. All too often, my company is brought in after the client has spent considerable time and dollars on a failed sales playbook project. Sometimes the client tries to do it themselves. Other times they...
Oct 1, 2017 | Best Practices
Words matter. And if you are a sales professional, then they matter a lot. In fact, one word can make the difference between winning a new customer and losing a new customer. Great sales reps spend a lot of time thinking about the words that they will use with their...
Jun 15, 2017 | Uncategorized
I remember it vividly, as if it were just yesterday. It was my worst day in sales. I had been selling software for 5-6 years at that point in my career. Still had a ton to learn and lots of room to grow as a sales professional. But I was feeling pretty good about...
Sep 21, 2016 | Best Practices
Sales Enablement is a really hot topic these days. A Google search on “sales enablement” yields 1,950,000 results. A LinkedIn search on the same phrase shows that 230,595 LinkedIn profiles have “sales enablement” as a skill, along with 64 different Groups that claim...
