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