Are you Cycling or Golfing your Career?
“What is your favorite sales program or book?”, I ask every sales candidate I interview. I’m sad to hear the typical responses. How[…]
Three Surprising Truths about Tech Compensation
Every three or four years, I run a compensation survey on sellers of information technology. I do it because I can’t find industry-specific[…]
A Better Answer to the Question…
Someone asks “what business are you in?” Most people give an answer like. “We provide ABC solutions to customers in the XYZ space[…]
Motivate Your Team with Dopamine McNuggets
Does your team have the blues? Time to serve up an Angel’s Cocktail! What’s that?
When Opposing Ideas are Both True
All the gurus teach you to start your sales outreach at the top of an organization, and then work your way down. “C-Level Selling”. Yet[…]
Halloween Stories for Sales
How do you motivate someone to take action when your service doesn’t do anything visible? What if it just prevents something bad from[…]
Turning Tools into Weapons
“Why are all my sales incentives backfiring?” asked the business owner. Indeed, have you noticed every sales target you set causes an unintended
Surprising Ways to Spark Customer Conversation
Ever try to engage someone who is about as talkative as a stump? How about some surefire ways to get them started?
Hamburger Hill
Years ago, the path to growing sales was straightforward. Hire more salespeople Now, that strategy is disastrously bad. Why?