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Simply put – it’s CREATIVITY. Through many years of hiring and managing sales teams (and working with clients who do so), sales reps are usually evaluated on their ability to hit their quota in the past or their presentation skills or their overall tenacity. I rarely,...

🔥 You treat enterprise accounts like any other account! 🔥 Most sales reps may have a few large targets in their territory mixed in with SMB targets and they tend to follow the same process and treat everyone the same. It is the classic “bird in the hand, two...

I have been part of numerous organizations where the sales and executive team would meet to determine who their key accounts were and what the criteria were for qualifying as one. They would emphasize revenue was important but not the only factor. There had to be a...

There is an old joke in retail that goes, “We lose money but we make it up in volume!” Obviously in that scenario no matter how much you sell, you will always be losing money. To me this sounds like my many years in sales. Even though there was a team of sales reps...

Why waste resources trying to catch the attention of customers who have no long-term effects on your business? Ensure lasting success and profitability by incorporating strategic sales into focused account-based marketing that addresses the right people.  With...

  Even though I have been in the technology sales field for 30 years I am always looking to learn new things. Is the current economic climate shifting? Are customers increasing or decreasing spend? Is buyer sentiment changing in the B2B space? Are there new...

After 30 years you can imagine how much junk (I mean awards, mementos, etc.) you can gather from the companies you work for. Especially during the 90’s and early 2000’s which were they heyday of the technology conference and especially of the swag. But when there is a...

If you’re like me you’ve been having Thanksgiving leftovers in some form or fashion from a leftover turkey dinner to turkey sandwiches, turkey omelets, turkey tacos and even turkey casserole. For some reason we want to make that turkey lasts as long as possible. It’s...