This week I share a story where a sales team did their job and someone took notice.

This week I share a story of a team persevering through a soul-crushing Oracle year-end, withstanding ”friendly fire,” and closing a deal that changed the following ten years.

This week I share a story about how to use an Executive Sponsor to help you win business.

This week I share a story about selling a system that brought unintended and unwanted consequences.

It happens all of the time in enterprise sales. You reach the midpoint of a quarter, and a forecasted opportunity goes sideways.

Sometimes things don't go according to plan, and salespeople must rely on their instincts and quick thinking to salvage a deal. This is one such story of an enterprise sales call that did not follow the script.

A reminder that what got you here won't get you there, and that success can change everything, even the very essence of who we are.

Master “useless” information.

It separates top performers (in business and life.)

Looking for every competitive edge?

Be interesting.

Champagne Problems

When facing economic downturns invest in yourself.

Seek inspiration and new skills.

Count you blessings and remember that this isn’t personal.

Focus on the new, improved you.

Time is Free, but it’s Priceless.

Value your time. You don’t get more. Please don’t waste it. Once it’s gone, you can’t get it back.

This week I share tips and techniques for protecting time and improving sales productivity.

The Conclusion to The Rules Are… a real-life sales story that provides a view into the competitive world of mainframe system software sales and provides lessons in overcoming obstacles and the techniques used to influence opinion.

The Rules Are There Are No Rules - Lessons in how cognitive bias can work for and against you.

Time Kills All Deals - We left the door open and IBM took advantage.

Time Kills All Deals - We had chosen the Friday before Christmas as the signing date.

Things Are Not Always as They Appear

Top performers aren’t born that way

My #1 tip for sales leaders.

You are either a Giver or a Taker

Building an online audience is Act III of my career in sales