Building Sales Teams for Technology Companies Since 1991

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You can’t always get what you want.

This thought occurred to me while my wife and I were at the Rolling Stone concert last month. We  frequently hear the following from hiring mangers: “We want an A player – 15 years software sales experience, stable job history, hunter mentality, avg w2’s of 275k, great presentational skills and commands the room.”  Everybody wants […]

Silence is Golden

One critical mistake that costs you a 2nd interview We all know that one of the most critical and important parts of the sales process is simply listening to your customer. When you’re not speaking, your customer will often reveal a wealth of information that in many cases is the stepping stone to a large deal. […]

2015 Software Industry Crystal Ball

November 2011 For every acquisition by large software companies, five new software companies are being created by employees of the acquired. They are the incubators of new and cutting edge technology (Big Data, Security, Mobile etc).  It is much easier for larger companies to come and buy success and a piece of the market, than […]

Discipline is the Key to Success

What is the one trait that almost all great technology sales reps exhibit?  It’s not people skills, not brains, not presentation ability, it is discipline.  Every sales person knows what it takes to make or exceed their quota number, but few have the discipline to do those activities.  There is a famous quote that I […]

Let the Games Begin!

August/September marks one of the busiest times of the year for hiring.  Every year there is a post summer boom in activity. We continue to see the most active market since the late 90’s which indicates this year will be the same.  Everyone wants to hire “yesterday” and, since they are all coming to the […]