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 — because by only considering your next move, you miss out on the opportunities and traps that lie several moves ahead.

Last week I attended Sales Machine NYC, and it was a great conference. There were a lot of practical tips shared in the keynotes, the panels, and in many of […] Read more

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 over the years, the reality is that great sales professionals come in all shapes and sizes and personalities and athletic prowess. The only commonality that ties salespeople together is an unhealthy appetite for accepting rejection and an incredible well of persistence.

A while back ago, Jason Lemkin of SaaStr fame swung by NYC to spend some […] Read more