June 2019

My client was a significant player in the pharmaceutical business. The account was transitioned to me after the account executive covering the client moved on to another company. The relationship with the customer wasn’t in the best shape. This was made abundantly clear when the company’s chief information officer (CIO), well known for dressing down […]

 I finally got my first significant deal within a couple of steps of closing at the publicly traded software company where I was masquerading as a new enterprise software account executive. It wasn’t clear to me how long those few steps would take my customer to complete, but I was confident they’d get it done

Part 2   A New Year and A New Account List   Closing out the fourth quarter revealed the extent to which sales management will drive their salespeople to take action. One of the guys called the key senior executive at his customer during the evening of a Christmas party she was hosting at her

The extreme pressure to meet or exceed financial expectations at the end of the fourth quarter at publicly traded technology companies make really smart and professional people do the dumbest things. The disgraceful stereotypes people have of salespeople are there for a reason. Public tech companies do their part each quarter by performing their foolish