Low Hanging Fruit: Transparent Sales Leadership!
Low Hanging Fruit: Transparent Sales Leadership! A couple of months ago, at a talk I was giving in Philadelphia, someone in the audience asked me a question: “What is the optimal sales compensation structure?” My response was what one called “an epic rant” on how much...
Quotas – why they matter, and where they don’t
A form of this article originally appeared on the Sales Assembly blog on June 29th, 2019. It’s been updated with new info and a fresher perspective – including a quote from PactSafe’s Jason Kren that quotas into perspective. Quo·ta – The share...
To sell for a big company or a small one – Which one is right for me?
The question I’ve been asked three times in the past two weeks: “I’m really struggling between two potential roles: a sales role with (big-a** company) or with (tiny-little company). How should I be thinking about this?” At its most basic level, it’s like...
A quick “Thank you”
I can’t believe this was a year ago today – the initial launch of The Transparency Sale. The year prior was the biggest learning experience of my life – piles of research, taking a big risk in leaving my CRO job, turning off my income to write and publish...