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 moreHow you deal with stress – Part III – Startups
This 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 moreHow you (and others) deal with stress – Part II – Sales
Earlier 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 moreHow to deal with stress (Hiring, Sales and Startups)
I’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 morePersistence and Accomplishment (Yes You Can!)
One 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 moreNYTECH – 360 Degrees Sales & Marketing
I 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 moreHow to create repeatability with Closing
Hopefully 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 moreMarketing vs. Sales – it should be Marketing + Sales
There 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 moreSelling Ice to Eskimos
The 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 moreHunter vs. Farmer – A Contrarian View
You’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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