Selling Transparently – Better To Fail Being Honest Than Succeed Via Lying
It was twenty-five years ago this spring. The dot-com bubble was bursting, but nobody knew it yet. After a successful run at SAP in the late 1990s, I, along with a few of my SAP buds, all chased money, taking wildly overpaid sales jobs at an overfunded procurement...
Four Myths of How The Sales Profession Has Changed
Four Myths of How The Sales Profession Has Changed Can we dispel some myths about how sales has changed so much? Here are four of those myths. Let’s see how far back we go… Myth 1: Buyers know more nowadays “Buyers know more nowadays.” – Thomas Herbert Russell,...
Best Advice For The Newly Independent
Best Advice For The Newly Independent (Or Those Considering It) Considering ever going out on your own? Seven years ago today, I received the most impactful piece of advice I received as I did. I was in downtown Chicago. I had just informed my CEO of my plans to leave...