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My book “Eliminate Your Competition” is available from your favorite book retailer

My book “Eliminate Your Competition” is available from your favorite book retailer

You may purchase my book “Eliminate Your Competition” from your favorite book retailer. The ebook version is available at the most popular retailers such as Apple, Amazon, Barnes & Noble. The paperback version is also widely available at such retailers as Amazon, Barnes & Noble, and Books A Million.   Only the winner of the …

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As Mark Cuban says – the market size is almost immaterial

As Mark Cuban says – the market size is almost immaterial

There is one consistent sign that the entrepreneur is going to be rejected by the Shark Tank panelists. It is when the founder starts to talk about how massive the market is for their product. Mark Cuban is usually the first to pounce on this aggressively, and often it is his reason for not funding the startup.

Nothing else matters. Just go sell something.

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Selling without being sold

Selling without being sold

Salespeople excel when the quality control of the product that we sell is fantastic. This means we don’t need to cover for an overdone or under-seasoned dish (or outside of the restaurant world – a product or service that was not made to par). We can focus on other high-value activities that add continued relationship value to our customers.

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Finding the right channel to the market

Finding the right channel to the market

This post is primarily for my peers as sales leaders in startups in the software market. If you are like me, you probably have years of experience selling for great companies where you refined your sales skills. You were a front line and second line manager for several years. You may have also helped some startup companies that didn’t really ever start.

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The pitch you want to give, yet need to create

The pitch you want to give, yet need to create

Every day at a startup has challenges. You know this. That’s why being a founder or a member of the founding team can be very exciting. Having been in your shoes, I find that developing the sales pitch can be both heartbreaking and exciting. Starting from scratch and being ready to take on the world is noble, yet the downside is having absolutely no historical examples to jumpstart the creative process.

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The 5 Basic Sales Strategies – part 5 of 5 – Develop

The 5 Basic Sales Strategies – part 5 of 5 – Develop

This is the fifth and last part of my series discussing the five basic sales strategies. To remind you of the list, they are: Frontal Flanking Fragment Defend Develop Every sales manager and salesperson should be familiar with these strategies. The sales team should understand which approach they should employ in various situations. 5. Develop …

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The 5 Basic Sales Strategies – part 4 of 5 – Defend

The 5 Basic Sales Strategies – part 4 of 5 – Defend

This is the fourth part of my series discussing the five basic sales strategies. To remind you of the list, they are: Frontal Flanking Fragment Defend Develop Every sales manager and salesperson should be familiar with these strategies. 4. Defend A defend strategy protects your position from the inevitable assault from your competitors. It almost …

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The 5 Basic Sales Strategies – part 3 of 5 – Fragment

The 5 Basic Sales Strategies – part 3 of 5 – Fragment

This is the third part of my series discussing the five basic sales strategies. To remind you of the list, they are: Frontal Flanking Fragment Defend Develop Every sales manager and salesperson should be familiar with these strategies. Everyone should understand which approach they should use in various situations. 3. Fragment The fragment strategy is …

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