For most companies, something has gone wrong in the past. There have been customers who haven’t loved their outcomes or their experiences with you. There have been employees who didn’t fit or didn’t have the outcome they had hoped for. Have you ever Googled your own...

The Purpose of Sales: Helping the Buyer Predict Let’s work this whole sales thing backward for a moment. Picture this. You’re considering buying something of substance. Do you make said purchase when (a) you were convinced to buy it, or (b) when you’ve made a...

Wondering who to follow on LinkedIn? Wondering who the biggest sales influencers are? Well, it's a new year...a time when a number of publications and companies post their perspective on who are the most worthy of your precious follows in the sales world. Feeling left...

I once knew a guy who was a senior-level exec at a technology company. He commuted 100 minutes each way every non-travel day into the city to his job. Most days, 2pm was “Advil time”. He didn’t sleep enough. He certainly wasn’t exercising enough. Sounds awful, right?...

Rethinking SaaS & Services sales Negotiations Before moving into sales leadership, something about the sales process always stuck in my craw. I don’t know what a craw is, actually, but here was that something: Why do I need a different personality to negotiate a...