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
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
Strategery. 3 Ways to Implement Strategy from Sun Tzu’s Art of War
I’m a big fan of The Art of War by Sun Tzu – specifically I think implementing these principles in … More
10 Ways to Grow Your Deal – Number 4 Changed My Life
Good software sellers sell software. Great software sellers put a zero on the end of a deal. In my career, … More
Are You Selling Software for the Money! What Motivates You?
I grew up in a trailer park and I remember the day I found out we were poor. I was … More
The #1 Reason People Buy Software…Hint Hint…It Ain’t What You Been Taught
Was having a scotch the other day with a very well-known sales leader…the kinda dude that has had 10,000+ humans … More
Life is a Game of Inches…
So…yeah. Another sales blog. What’s different about this one? For over 20 years, I’ve sold software, managed teams, made mistakes, … More