Brilliant at the Basics: The Kobe Bryant Approach to BD
Kobe Bryant’s legacy as one of the greatest basketball players of all time is cemented not just by his incredible achievements but by...
Leveraging Alliances in the Public Sector: A Strategic Approach to Technology Sales
Forging alliances has emerged as a pivotal strategy, especially when targeting the public sector. The intricate dynamics of government...
MEDDIC – roadmap to success
MEDDIC is a sales methodology based on qualification for complex (enterprise level) Business to Bus…
Play your Game
Success often boils down to one crucial factor: mastering the game. Whether you’re a Business Development Representative (BDR) laying...
Traversing thru the Complex Terrain of Technology Sales in Public Sector
As a technology sales professional, my career has spanned various industries, but none quite as challenging or rewarding as the public...
Unveiling the Divide: What Separates Great from Good Salespeople
The difference between good and great isn’t merely a matter of numbers. It’s about mind…
Unlocking Success: Tips for Calling K-12s in the SLED Market
Let’s tackle a common challenge many of us face: reaching out to K-12 schools in the SLED (State, Local, and Education) market....
Unlocking Success: The Value Pyramid in Sales
In the intricate world of sales, understanding your customer’s needs and delivering value is paramount to building strong and lasting...
The Prospecting Game: Salespeople Who Hunt vs. Those Who Wait
There are two distinct approaches in sales: prospecting and relying on inbound leads. Both strategi…
The Well-Rounded Sales Approach: Nurturing Existing Accounts and Attracting New Ones
In the world of sales, success isn’t merely about acquiring new clients or retaining existing ones. Instead, it’s about...
