Are You Losing Deals Due To A Feature?

Are You Losing Deals Due To A Feature?

Are you losing deals due to a competitor’s feature? I talk to VPs of Sales and sales leaders every day. I’ve been in technology sales for over 25 years and it’s my passion in life. There is nothing that drives me crazier than when I hear a Sales...
Why Do We Keep Accepting Failure in B2B Technology Sales?

Why Do We Keep Accepting Failure in B2B Technology Sales?

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....
When Will We Grow Up in Technology Sales?

When Will We Grow Up in Technology Sales?

I had a breakfast meeting with a prominent Venture Capitalist this morning. Our topic of conversation was the state of technology sales. More specifically, how grossly inefficient the technology sales paradigm really is. And unfortunately, it’s only getting...
Words Matter

Words Matter

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...