Why I Share My Thoughts & Insights on This Blog

Simply put, I write about ideas, lessons, insights and issues that I find interesting and useful as someone who has run Sales or all Revenue in software/tech.  And I also write them with a goal of helping others in similar roles. I basically really have a primary goal to just  Read More >

Two Experts on Sales Management vs. Sales Leadership

A few years ago I interviewed Jason Jordan (author of the best-selling sales management book “Cracking the Sales Management Code“) and Ken Thoreson (of Acumen Sales Management Group, Ltd – author of “40 Critical Sales Management Activities that Drive Results“). Here I gleaned their thought son sales management and asked  Read More >

The CHAMP System

The CHAMP System includes these key areas: CHAMP Selling Methodology CHAMP Sales Process CHAMP Sales Leadership & Sales Coaching CHAMP Sales Metrics & KPIs CHAMP Elevator Pitch & Unique Value Proposition System CHAMP Negotiations

Daily Habits of a Highly Effective Sales Rep

What does a successful quota-carrying sales rep do every day? It’s no shock to learn that the best reps in the business are incredibly focused, organized, and clearly plan out each day with a set goal in mind. Here I wanted to share what I believe to be some highly-effective  Read More >

The 10 Chapters Your Sales Playbook Must Have

Do you have an effective sales playbook? A playbook acts as a reference manual for onboarding new sales reps and covers key areas for ongoing sales training. But a sales playbook also has a more important function – it codifies a sales process that is conducive to scalable, repeatable and  Read More >