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

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

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

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