August 2019

The drive to my client that morning was surreal and completely different from the dozens of other drives I made to their location over the past 10 months. We were at the finish line for what was a really big deal. I was trying not to think about the money I stood to make for […]

Milling around the gate where my flight was about to board, my phone buzzed from a text. American Airlines was giving me advance notice of one of the glamorous benefits of air travel. Before I could fish my phone from my pants pocket, the groans of the other text recipients indicated it was bad news. 

One morning in the past few weeks while giving gratitude, I pronounced my grace for a manager who hired me for my first job at a publicly traded company. I worked my ass off to get this opportunity, but it wouldn’t have mattered had this gentleman not taken a chance on me, a sales guy

This deal dwarfed anything we’d ever done before. Our software performed well supporting a dozen users but we’d never landed a client who would have over 500 simultaneous users on the system. The application was designed to handle large volumes of users but to this point, none of our clients ever proved the design. We

December is a pivotal time of the year for most salespeople. The runway to close the big deals in play shortens each day and each day introduces unforeseen hurdles to leap over. The sales managers, vice presidents and often, even CEOs press to get these critical deals over the line. It’s an opportunity to observe