Becoming a Strategic Sales Thinker

Becoming a Strategic Sales Thinker

“Thinking is the hardest work there is, which is probably the reason why so few engage in it.” – Henry Ford Do you play chess? I do and I am terrible.  Still, I’m drawn to it. I love the complexities; the game forces me to think in different ways...
Salespeople As Athletes

Salespeople As Athletes

Everyone has that picture in their head of the prototypical sales rep. I am not talking about the used car salesman image, but the one of the über successful salesperson. Tall and good looking, outgoing, and probably athletic. Of course, having known many sales people...
Playing the Long Game

Playing the Long Game

It went down as one of the greatest drives in Super Bowl history. Down 16-13 with 3:10 left on the clock and the ball on the 8 yard line, Joe Montana and the 49ers methodically marched down the field to score the game winning touchdown. It cemented the 49ers’ legacy...
Can You Just Tell Me the Price?

Can You Just Tell Me the Price?

One day I stopped into a gas station convenience store on the way to a client meeting. I went to the front counter, found a pack of gum, and plopped it down on the counter. “How much?” I mumbled absently. The man at the register just stared at me. “Ah, how much for...
10 Sins of Enterprise Sales

10 Sins of Enterprise Sales

Often deals go sour, and we don’t know why. Maybe the prospect mysteriously goes quiet right after the demo. Perhaps it is wild demands that emerge suddenly at the negotiating table, or your champions go MIA at the big presentation. All of these are symptomatic of...
Why Sales Is Broken

Why Sales Is Broken

profession – noun – /prəˈfeʃ·ən/ – a calling requiring specialized knowledge and often long and intensive academic preparation There are many endeavors in life that are obviously professions, such as medicine or engineering or journalism. Sales would...