You can’t be a great Manager without Empathy
We’re going to take a minor right turn on this blog and focus a little more on Startup and Management issues in addition to Sales. The focus of the blog…
Read moreWe’re going to take a minor right turn on this blog and focus a little more on Startup and Management issues in addition to Sales. The focus of the blog…
Read moreThis is the third (and last) post on my handling stress series. Last week I posted an article that discussed measuring how prospective job candidates handle stress. Earlier this week,…
Read moreEarlier this week I posted an article that discussed measuring how prospective job candidates handle stress. The next area I wanted to focus on was sales people and sales situations.…
Read moreI’ve always been fascinated at human behavior – even before I moved from Engineering to Sales almost 20 years ago, I was always watching how people reacted to situations. Many…
Read moreOne of the typical traits of successful entrepreneurs and sales leaders is persistence. Knowing that you are determined to not give up puts you ahead of at least 50% of…
Read moreI participated in a roundtable regarding Enterprise Sales and Marketing strategies on 2/27/2012. Thanks to Aaron Ayer for setting it up and doing a super job moderating the evening. It’s…
Read moreHopefully you have read the previous two posts on creating repeatability with prospecting and repeatability with the sales campaign. So, you’ve reached the happy day where your prospect tells you…
Read moreThere was a great post last month from Steve Blank and his aiding a friends’ startup company that was having execution issues. The discussion primarily centered on the unhealthy relationship…
Read moreThe sales process – particularly for Enterprise Software – is a challenging combination of art, science, personality, empathy and luck. It’s interesting to see all the dynamics around sales and…
Read moreYou’ve all seen it. A recruiter posts a job listing for a sales person and it starts off “We’re looking for a real “hunter” to go and find us new…
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