15-25 Blogging Efficiently

If you commit to blogging, you can make it easier by generating a editorial calendar and developing simple outlines for each topic well in advance. You can then sit down, pull up the outline and riff on the topic. The topics should be issues your ... [Continue Reading]

15-20 Skynet is Coming

The way we work is changing, a quiet tsunami. Increasingly, we work for machines: they schedule us, check our work, organize us, ensure we make our flights, take our meds and do our exercise. Skynet is coming. ... [Continue Reading]

15-01 Herding Cats: Being Organized

Salespeople can be difficult to organize: all the more reason to do so. Set simple goals, develop a schedule and use it. Make sure that meetings start and end on time and keep what you expect from your team simple and make them stick to it. ... [Continue Reading]

14-64 Email + Authentic Content

Your initial marketing efforts should focus on exposing a tight, accurate email list to authentic content - content that you have generated yourself - in a steady, consistent and repetitive manner. ... [Continue Reading]

14-04 The Conceptual Sale: What is the Sound of One Hand Clapping?

The sales process sits along a continuum, from the commodity sale at one end, to the conceptual sale at the other. Each has its own challenges: part of what makes selling new technology fun (and challenging) is that it is at the conceptual end, it is ... [Continue Reading]

13-66 The Sales Cycle Will Be Longer Than You Expect

Be honest with yourself, your board and your investors about your sales cycle length. Think about your own buying behavior - most companies take time to make a purchase, especially something new that uses technology that they may not have seen ... [Continue Reading]

13-46 Millennial Tsunami

The workplace is changing: millennials are more numerous than boomers and will comprise 75% of the global workforce by 2025. The change we are seeing has just gotten started. A millennial tsunami is coming. ... [Continue Reading]

13-34 Keep Your Comp Simple, Generous, Fair

Keep comp for your sales team simple and generous: they are working with you to prove out your product market fit, pricing and sales process. Underpaying them or burdening them with an overly complex comp plan will only discourage them. ... [Continue Reading]

13-24 Avoiding MEGO: Your Slide Deck

Your slide deck should be simple, clear and focused. A deck is, fundamentally, a visual story telling device. Avoid bragging about your features and using a lot of text: if you're not a visual person, get someone who is to help you design it. Avoid ... [Continue Reading]

12-16 LinkedIn – A Salesperson’s Friend

LinkedIn is a remarkable tool, and a salesperson's friend. My team spends a lot of time in LinkedIn - the ability it gives them to research leads and build out networks is unsurpassed. Leveraging alumni networks (college, job, country of origin) is ... [Continue Reading]