Several years ago, I had an illuminating moment that helped shape the course of my career while attending a sales kickoff event.  A professional speaker was doing an unremarkable job of telling his remarkable story of using the few dollars in his pocket to build a small company into a very successful and thriving business. […]

Typical Sales Guy  It’s interesting how often I’m unwittingly insulted by clients, people in my company’s staff, heck, even friends and family.  If you’re in sales, you’ve probably heard the comments: “Oh, you’re in sales…” (Is leprosy associated with sales? It sure feels like I have it sometimes.)   “We don’t need sales in this

Leaving Money on the Table A pivotal decision in my selling career was walking away from a $45K commission.  Sounds nuts, right? This was the decision that changed the course of my client relationship.   It was also the decision that paved the way for one of the largest software investments this specific client ever licensed,

Helping Others There’s no better outcome for me than helping others become successful.   Helping your client succeed allows you and all those who support you to meet your own goals. There’s the recognition within your company that you’re an “A player” and the person who can be counted on to deliver results.  Sometimes, the success