Stories from 25 years of selling and marketing B2B tech, and what they taught me. One a month, more or less.
Six questions to ask before you poach a star from a bigger competitor.
A 100-person shop chasing the Fortune 500 list is not a sales strategy. It's a wish list.
Companies don't make changes unless they have to.
Is this conversation worth your time? What happens if their widgets go down for an hour?
Cold email is not going to work. Here's how to give it a small chance.
Personas are homework. Homework isn't a call agenda.
Don't use a word in a sales communication that you wouldn't say out loud to a friend.
Four minutes into a first call, the CTO asks what the call is about. Teach reps to wait for the pitch.
Hype the company externally. Tell the truth internally.
The stupidest coaching instruction I've ever given, and the deal it closed.
Sometimes they are. The question is why, and whose problem it is.