I’ve been in the tech industry for the last 10 years. Not as an engineer but as a salesperson selling and managing high-performing software sales teams. I’ve worked for organizations that preached the need for more women in tech and leadership. After attending the AWS...
This article was updated on November 20, 2020 It’s common to hear your sales manager reference either Sandler or Challenger sales methodology and sometimes it’s hard to know which is best. Challenger VS. Sandler Methodology Sandler Methodology: Takes an approach of...
If you’re a salesperson that is bound by a territory it’s always difficult working with referral partners. Determining what partner to spend the most time with, what accounts you can target together, and what information you can share about your common accounts...
Have you ever had a person on your team do nothing while you were working your ass off? Did you want to see them get caught in the worst way? Recently a good friend of mine asked me what he should do about a person on his team who was slacking off. ...
With 8 selling days left in the year, the salesperson in you is different. During year-end you are not just a salesperson, you turn into a warrior. To a true warrior, it doesn’t matter if you are over your number, at your number or under your number....
