Chasing the Dream (Client)
I had chased a major dream client through their prior two RFP processes. This company was perfect for my company’s solution and, based on all of the information I had gained from their stakeholders over the years, I…Continue Reading
I Want to Rock!
I never wanted to work in sales. In fact, to say I hated salespeople wouldn’t have gone far enough to describe my loathing. I moved to Los Angeles to front a rock band. But, events conspired to send me in another direction. My…Continue Reading
My First Sales Job
My first real sales job was working for one of the largest staffing firms in the United States. My territory was Los Angeles, California, where I lived so that I could front a rock-n-roll band (the pictures are on my Facebook…Continue Reading
Meet the New Boss
Very early in my career in sales, I had a sales manager who, without meaning to, taught me a lot about sales. After I was hired, she marched into my office with one of her minions, and she dropped to small stacks of paper on my…Continue Reading
Selling to purchasing, or to any financial decision-maker, is wrought with problems for salespeople.
First, because of the method in which purchasing buys, they necessarily turn ever purchase into a commodity purchase. This is true, even when the…Continue Reading
Not every name that gets imported into your sales force automation software is worthy of your time and your effort. This is true even when they spend money in…Continue Reading