Read the (Business) Classics
I always find it helpful to build a good foundation from which to achieve my goals. I have relied on two books to keep my foundation strong. Those two books are The 7 Habits of Highly Effective People by Stephen Covey and Getting Things Done by David Allen. Most people have heard about the 7 Habits – it was […]
Own Your Mistakes (None of Us Are Perfect)
Brian Williams, one of the top news anchors of the past 25 years, made two major errors that got him in a lot of trouble. If you are unfamiliar with the story, you can read about it in this New Yorker article. Mistake #1: Mr. Williams stretched the truth about an event in Iraq in 2003. […]
Be a Mentor
As I was finishing up my MBA, I was in a time of transition. I had moved from Boston to Baltimore, and was finishing up a business degree while having a career in engineering. I needed help through that transition, and was saved by an angel who became my mentor. Dr. Doris Van Doren was […]
Will is Greater than Skill
I’m a big fan of TED talks. One presentation that caught my eye was a talk by Angela Duckworth was a talk on Grit – you can view the video here. Angela was a teacher in the NYC school system and she wanted to understand the key factor of why some students failed, and others succeeded. […]
Is a Recession Coming? Three Things Sales Teams Should Do Now.
If you read the headlines, there are signals that a recession may be on the horizon. Stories of layoffs and rescinded job offers are becoming common. Tech giants such as Apple, Amazon, and Google have announced that they are reducing their hiring plans. Uh oh. What does this mean? It means you may be selling […]
8 Traits of Top Sales Leaders
It’s time to choose your next sales leader. What type of person should you hire? If you want your company to grow, it’s critical you find the individual with the right skillset. Hire the wrong person and you could damage your business for a long time. Here are eight traits of top sales leaders that […]
Thank Your Sales Engineer Today
I want to take a couple of minutes to recognize the unsung heroes of technology sales. They usually have the title of Solution Architect, Sales Engineer, or Systems Engineer. Regardless of their label, they are the critical link between sales organizations and customers. And they deserve our heartfelt thanks. Sales Engineers are responsible for a […]
Your Sales Kickoff (SKO) is Over. Now What?
The last 30 days have seen a flurry of Sales Kickoff (SKO) events. Photos of President’s Club awards, inspirational speakers, and top-name musicians have filled my LinkedIn feed for the past few weeks. Cisco, Zscaler, Cohesity, Palo Alto Networks, and Nutanix have all brought their global teams together in the past month to hear new messaging, […]
