Why Are You Still Accepting Sales Failure?

Why Are You Still Accepting Sales Failure?

Why Are You Accepting Sales Failure?  Think of the ancient Greek mythological figure of Sisyphus applied to sales (https://en.wikipedia.org/wiki/Sisyphus) I was chatting about the state of enterprise sales with a long time enterprise sales colleague of mine last week....
What Happened to Quality Thinking in Business?

What Happened to Quality Thinking in Business?

“The trouble with every one of us is that we don’t think enough.  Knowledge is the result of thought, and thought is the keynote of success in any business.” -Thomas J. Watson (Founder and CEO of IBM) The coolest job I ever had was when I was in college and was a...
Are Your Sales Reps Not Challenging or Disrupting?

Are Your Sales Reps Not Challenging or Disrupting?

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...
Enterprise Sales War Stories…

Enterprise Sales War Stories…

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...
Who Teaches Our Thought Leaders?

Who Teaches Our Thought Leaders?

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...