Win the Heart and the Head will follow
60% - 80% of the buyer’s journey is complete by the time they decide to reach out to you. That is the biggest shift in how B2B buyers purchase services [...]
Sales is a Zero Sum Game
In sales you either win or you lose. There are no ties and there is no credit for almost. So whether your deal is forecasted at 10%, 25%, 50%, 75% [...]
Be REAL to be a sales Professional
Do you remember the line from the movie A Few Good Men, “you can’t handle the truth?” It was a very memorable scene between Colonel Nathan Jessup (Jack Nicholson) and [...]
Selling like an entrepreneur
Over the course of my career I’ve challenged myself. I started my career in broadcasting, moved to product management, then to sales, all of which helped me evolve into an [...]
When to Hire Your First Sales Rep
A critical challenge facing every startup Founder is when to hire their first full-time sales leader. Every business is different, and the exact time to invest in sales personnel [...]
Choreographing the Sales Process
When people think of choreography, dance performances usually come to mind. But sales leaders can learn quite a bit from the choreography, too. By choreographing the entire sales process [...]
What is a Chief Revenue Officer (CRO)?
One of the questions I get asked most often is "what is a CRO, or Chief Revenue Officer?" In the tech and startup world, job titles tend to go [...]
Why I Launched My Own Podcast
The podcasting community is exploding right now and it seems like everyone and their dog is trying their hand at podcasting these days. But that’s not why I recently decided [...]
The Best Sales Books Ever!
Well, may be not the best books ever but at least I got your attention. These are the sales books I actually finished reading and for good reason because they rock! [...]
Red Zone Selling: How to score more than your opponent
Closing a deal is a lot like scoring touchdowns. With the right players, plays & execution you’ll score more than your opponent, but not every possession turns into a score [...]