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Author: SoftwareSalesAuthor

Just a guy who started selling software at the age of 24 and for 20 years worked for some of the greatest software companies in the world. I've sold a few 2 comma deals and have been fortunate to manage some of the greatest sales talent in any industry. This blog simply seeks to share some mistakes and wisdom collected over 20 years in the business.

W2 – THE Scoreboard

When I was in my early 20s, the only question I loathed more than “tell me about yourself,” was “what’s … More

Analytics, Decisions, Earnings, Money, Moneyball, Scoreboard, W2

How to Side-step a Lay-off

We may be in the worst economic climate in the history of the world.  Corona virus has wreaked havoc on … More

corona virus, COVID, cut-list, economy, Lay-off, performance, team selling, work-ethic

Work for a Psycho? Read The Best-Selling Book of All Time.

Due to the income potential in our profession, we work with some of the smartest people in the world.  Thing … More

bad managers, Bible, faith, Management, micro-management, promotion, sales, software

Persistence Beats Talent. A Real Case Study.

One of my favorite movies is Wall Street, and there’s a scene where Bud Fox has finally scored a meeting … More

cfo, grit, perserverance, persistence, proactive selling, software sales, talent, wall street

Deciphering Between Great Sellers and Great Talkers

In my blog post, Recruiting the 85 Bears, we talked about taking a unique approach to attracting A talent to … More

best practice, do's and don'ts, hiring, interview, interviewing tactics, job interview, Recruiting, software sales, tips

Recruiting the 85 Bears

Well…I have been away for a while.  Took a new job.  Actually, I went back to a company where I … More

career, character, hiring, Management, Proverbs, Recruiting, sales, software, tips

Software Sales – It’s Not for Everyone

Over the years, I’ve seen it happen more times than I can count.  I collaborate with my sellers daily.  We … More

execution, experience, hiring, ideas, Management, sales talent, software sales, talent, w-2

Work Ethic – Do You Really Have It?

I had a rep resign this week.  I’m very proud that in my many years of management, only 2 reps … More

character, do's and don'ts, hard work, success, tips, work-ethic

Work Family Balance

Spring break for most…just another week for us software sellers.  Really tough to unplug, ain’t it?  When you live in … More

family and business, software sales, stress, Time Management, vacation, work family, work-life balance

The 1st Bro Chat – 3 Ways To Get a Meeting With a CIO.

Had a cup of coffee the other day with the CIO of a $21B company.  We were discussing the barrage … More

1st Meeting, cio, Cold-call, Email, ideas, linkedin, Phone, prospecting, Sales Strategy, Spam, vito

The 3 T’s – Are You Honest With Yourself?

Territory.  Timing.  Talent.  The software seller’s non-scientific formula for the secret algorithm to success.  The 3 variables to determine success … More

3 T's, good, lazy seller, lucky, Management, Sales Strategy, selling, talent, Territory, timing, w-2

This Software Seller Has $7M Stashed Away – How Much Do You Have?

I was fortunate to manage a rep that after 25 years of selling software, accumulated about $7M.  Sure, he had … More

consistency, Creator, detailed, faith, hard work, positive, prospecting, regiment, w-2, work-ethic

5 Ways to Manage Up and Get More From Your Boss.

Ecclesiastes 5:9 says, “After all, a king who cultivates the field is an advantage to the land.”  I grew up … More

Sales Managers – Are You in the Poo-Scoopin Business?

Got a call from HR the other day to “inquire” about some actions related to my team.  Proverbs 14: 4 … More

care, Management, passion, Proverbs, selling tactics, software sales

Sales Kick Off – Do’s and Don’ts

Welp – bout to head back home from my annual sales kick off.  You know…the sales rep vacation for anyone … More

dale carnegie, do's and don'ts, Kick-Off, moderation, participation, personal brand, Preparation, SKO, SVP Sales

So You Want to Manage, Eh? Things They Don’t Tell You About Software Sales Management.

At some point in most software seller’s career, you get to a point where you start to contemplate – is … More

calling, coach, emotional intelligence, ideas, Management, micro-management, promotion, software sales, super-rep, teach, trust

QBRs – How to Get Noticed and Sell More Code.

Every. Single. Quarter.  Ugh…THE royal pain in the keister for software sellers.  Whoever started the concept of a QBR (quarter … More

best practice, Empirical, inclusive, Operations Review, QBR, software sales, w-2

A Tale of Victory – Read This and Learn

I enjoy winning, but hate losing more.  My last post was tough to write, as no one likes to talk … More

candor, cfo, cio, Investment, personal win, Proposal, recognition, ROI, Sales Strategy, w-2, winning

A Tale of Getting Out-Sold – Read This and Learn

I have been out-sold a few times in my career…I perhaps hate losing more than I enjoy winning.  However, as … More

ceo, commission, decision maker, flank, functional differentiation, out-sold, Sales Strategy, sponsor

The W-2 Mass Murderer is Still on the Loose – Who Done It?

I often return to the scene of the murder…the gut-wrenching memories of the photographer, the investigators circled around the bloody … More

Earnings, Educated buyers, innovation, internet, SaaS, sales, SG&A, skilled sellers, software, w-2

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