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