It’s been seven years since I started blogging. I began blogging as a learning exercise while earning my MA in communications. I thought to myself there might be something within that business space that could provide a sensible pivot from my sales career to something more consultative, strategic, and creative. Perhaps within these seemingly fresh ideas being tossed … Read more
There was a time many years ago when, more than anything, I wanted a job that would give me “most evenings and weekends off.” That would be my perfect job! At the time I was reaping the rewards of some horrible choices I had made early in my life. I was working multiple jobs. All hours. Hardly … Read more
The traditional sales “hunter” is in trouble. That “large Rolodex” is about as dated as the strategy of hiring a well-connected veteran rep to lead the new business charge. Most b2b purchasing decisions today are made by committee – not by that one key contact. Plus, more tactically, decision makers (and the public) simply don’t … Read more
Prognostication is risky. Especially when it comes to business. This article goes out on a bit of a limb, connecting seismic shifts in B2B purchasing to a new set of competencies professional sales people will need to be more efficient producers. In this first of four articles, we’ll look at the buyer. By now, we … Read more
Napster was incredible. Ask anyone who remembers. Peer-to-peer file sharing – a simple and brilliant idea flawlessly executed – gained tens of millions of fans in the span of months and simultaneously took down an industry. More than a decade later, that industry still feels Napster’s ripples. Two guys under 20. Some venture money. Silicon … Read more
End of content
End of content