Dress Code 101 for Software Sellers…Clean It Up Dude.

Warning – this post is mostly for the fellas. Fact is, most of us dudes need a lil’ coaching in … More

Empirical Selling – It’s All About the Numbers, Holmes.

People often have asked me whether getting an MBA helps you in the software sales profession. I can’t speak for … More

I have been accused of being a “Bible-thumper” in my life, and if I’m honest, I am proud of that … More

Ahhh…you’ve met the type. Maybe he’s got Napoleon complex, perhaps she’s surrounded by sexual predators and out to make you … More

I remember my first sales methodology training – a 2-day class with a sales czar instructor whose resume would embarrass … More

I’m a big fan of The Art of War by Sun Tzu – specifically I think implementing these principles in … More

Good software sellers sell software. Great software sellers put a zero on the end of a deal. In my career, … More

What a bozo…interrupts sweet Taylor Swift’s award and proceeds to make a fool of himself in front of millions. Ever … More

I was talking to a friend the other day, and he happens to be a CIO of an $8B company. … More

Sunday School review time – Remember King David? The dude is King of the largest and most power country in … More

My first job out of college in 1997 was IBM – $31,500. I thought that was a ton of coin. … More

If I had a nickel for every time I heard the phrase, buyers are liars, you and I would both … More

I grew up in a trailer park and I remember the day I found out we were poor. I was … More

Was having a scotch the other day with a very well-known sales leader…the kinda dude that has had 10,000+ humans … More

So…yeah. Another sales blog. What’s different about this one? For over 20 years, I’ve sold software, managed teams, made mistakes, … More