As sales leaders, we tend to walk alone. Sure, we have our teams in-tow, and we do our best to march in cadence with marketing… but let’s face it: it can be a lonely world driving sales success across an aggressive team of type A personalities. If you’re a sales leader, you are...

The Challenger Sale represents the best new sales material out in decades. Access is one of the biggest issues facing sales professionals today. Sourcing contacts is not necessarily difficult, but getting their attention or engaging them in progressive dialogue is tougher than ever. Prospects no longer tolerate unprepared sellers, as it has become very rare...

Effectively selling to the enterprise is not for the faint of heart, as many large transactions have multiple near-death experiences along the journey to “done deal” status. And just because a deal gets “done,” does NOT mean that the SELLING is complete. In many enterprise investments, over-determining change and realizing user adoption of new systems...

Leading an enterprise sales force brings many challenges, and it is important that sellers prioritize their focus upstream. This is a real challenge for technology sellers whose heritage typically resides in selling to the Information Technology (IT) department. To get ahead of the competition, you must go upstream, and prioritize your message to line...

IBM has a long history of being one of the best sales organizations in the world, and the IBM Global Sales School (a mandate for all new sellers) is truly world class. It is an honor to represent IBM as an ECM Specialist, as part of the Software Group’s Industry Solutions business unit; this...