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 as a dynasty and Joe “Cool,” Jerry Rice, and Roger Craig as all-time greats.

What most people forget was the struggle they had that season. The 49ers were fortunate to even have a winning season. They were in deep with a brewing quarterback controversy. They had crawled to a middling 6-5 […] Read more

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 the pack of gum?”

We just stood there looking at each other with just the counter and a pack of gum between us.

“So are you going to ring me up?” I said hastily.

“Can you help me understand what need you are trying to fill?” he replied.

“Well, I want some gum, and […] Read more

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 mistakes made much earlier in the sales cycle, and it’s not just rookies who make them. Deals are simply more complicated with longer deal cycles, more “decision makers,” increasing competition, and greater solution complexity. Even the most seasoned sales professional can get caught by common errors.

To help navigate these challenges, here are ten of the […] Read more