If You are Interviewing for junior SDR roles or AE sales (quota carrying sales / closer) roles, you need to have a Personal Elevator Pitch.  Here are the key 7 things I recommend to all candidates to help them create their own Personal Elevator Pitch when they come in to interview…  Read More >

Whenever I read books (primarily non-fiction), I always try to take copious notes right on the pages and also on the back few pages if they have blank pages there.  This way I can review my notes every year or whenever I have a need to refer to the particular…  Read More >

If you want to build a great team especially when it’s challenging to find and get Talent (with a capital “T”) then the best way to do that is to recruit & think outside the box. There are many A-Players out there and they are not necessarily already in the…  Read More >

A few weeks ago Tim Cook, CEO of Apple, gave an interview about the late Steve Jobs as someone quite different than the media represented him. Cook called Jobs “kind, patient, and human” in a Fast Company article titled “The Steve Jobs You Didn’t Know.” Reading this piece made me…  Read More >

Every A-player sales rep knows that to be at the top of their game, they must combine the art of sales with some science. Reps need to have a handle on leading indicators so they can build their own personal scalable, repeatable, and predictable sales processes that help them consistently…  Read More >

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 >

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 >

Everyone makes mistakes, even the best sales reps in the business. Unfortunately, some of the most common pitfalls that reps trip up on when talking to prospects can slow down a deal, confuse a customer’s understanding of your product, or even kill the deal outright. So how do you prevent…  Read More >