Recently two events coincided that caused me to consider what I think I know about sales and where that originates. I was teaching an entry-level […]
Preparing Your Sales Prospect for the Internal Review Meeting
There is always a “meeting after the meeting” in a big sale. Hardly ever is the real decision made at the table while you are […]
Revenge of the Nerds: Selling to CIO/CTO Types
In the 90’s and early 00’s Silicon Valley had convinced the world that IT should run the show. Remember how hard we worked to […]
Last Meal of the Condemned: Selling to CMOs
It is tough to be in marketing these days. CMOs have the life expectancy in their position of less than 19 months….and that’s dropping. […]