Is Negotiation Broken? How the SaaS and AI Era Changed Everything
Is Negotiation Broken? How the SaaS and AI Era Changed Everything Is it naive of me to think that traditional negotiating approaches are no longer sustainable? Am I biased? Fundamentally, sales is still sales. Arthur Sheldon’s definition from 1924 is still as true...
Your First 30-60-90 Days As a Sales Leader
Your First 30-60-90 Days As a Sales Leader A few years ago, I was invited to interview for a Chief Revenue Officer role at a tech company based in Chicago. I was the 13th candidate they had interviewed for the role. The question you’d expect to be asked came up: “How...
The GOAT of Sales Philosophers – Arthur Sheldon
Whom do you believe is the GOAT of sales philosophers? Zig Ziglar? Dale Carnegie? IMO, the answer is clear. It’s Arthur Sheldon. In the 1890s, Sheldon sold books to pay for law school, realizing that he was learning a formal system for law, but selling without...