Blog
Enterprise Sales: Why Is It So Hard?
Written in collaboration with Sean Murphy of SKMurphy, Inc. For early-stage founders aspiring to scale fast and get the market recognition that comes with landing
How to Think About Sale vs. Sell
Being a salesperson by profession and someone fascinated by the psychology of sales, words like sale and sell naturally intrigue me.
As simple as it may sound, the significance of sale vs. sell is worth some examination for those of us dedicated to the craft of sales.
Do You Jump?
Leaving the perceived safety of company employment isn’t for everyone. And it warrants some serious thinking before making the leap. But for many people, that opens up almost infinite opportunity.
Big B2B ≠ Everyone
Selling to large enterprises is hard. Sales cycles are protracted and unpredictable. Product requirements will be extensive and demanding. You’re selling to multiple different personalities,
Paint the Picture
Assumptions can be a dangerous thing. I was in a preparing for a follow up sales call with marketing people at one of the premier
This is a Test
Here’s a question. How does one get better? How does one improve at something? (Okay, that’s two questions.) Here’s how you don’t improve. Keep doing
VC Pitches and Customer Presentations
Let’s clear something up. There are pitches to VC investors and then there are sales presentations to potential customers. Do not be confused. They are
Founders and Sales
If you’re a founder (or a bootstrapper or solopreneur), keep reading. I have a Public Service Announcement for you. You need to know how to
Sales Fundamentals: Triangulation
As any given sales opportunity gets bigger, more strategic or expands across multiple divisions, it inevitably becomes more complicated to manage and more difficult to