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

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 Software Sales Graveyard…The Path to Funding.

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

Are You a Kanye? Do’s and Don’ts Selling Software.

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

Here Comes The Pitch…Swing on and Miss! FINALLY…a Top 10 Best Practice Template for Pitch Time.

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