I once closed a $450,000 deal in seven business days. A company wanted to upgrade from an old version of our product to the new version. They had budget, and they wanted to move on it. I learned this in my first sales call with...

In the Greek myth, Sisyphus was condemned to an infinite loop of pushing a giant boulder up a steep hill, only to have it roll back down again. When it comes to participating in the annual strategic planning process, those of us in the sales...

In my previous blog, I laid out the business value of conducting Win/Loss Reviews. Today, let’s explore some ideas for structuring your Win/Loss Reviews.First, though, let’s be real: Win Reviews are easy. The seller and sales manager ask their new-found friends, the buyers, for feedback...

Nothing hits as hard as losing a committed, quarter-end deal. Whether the deal slid out to the next quarter, a competitor “bought” the business, or there truly was a sales execution issue, it hurts the same. We’ve all been there, because these kind of losses...

This was my first time attending Dreamforce. Everyone told me how big and overwhelming it was going to be, and it didn’t disappoint. But, in the midst of all the scheduled meetings, keynote presentations, and expo wanderings, something terrific happened. I found some new tech...