Blog

That is such a great question on so many levels… In this case, I’m, thinking about how long is too long for an Opportunity to sit in the pipeline before raising red flags. The truth is the answer varies depending on the solution and market you are selling into. Most of my experience has been…
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I recently spent nine months helping a 30-person startup shift from selling complex SaaS solutions into SMBs to selling them to major enterprise accounts. I enjoy the pace of startups and the impact that I can have on leadership of the business. Over the course of the last fifteen years I have had the privilege…
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You may already know that I’m a big fan of Alex Goldfayn. Our approach to prospects and clients is similar – rooted in a foundation of service to them. Everything changes once a salesperson (or company writ large) adopts this philosophy… Proactive calls become more comfortable; the client experience a willing, caring partner that is…
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For years, my friend Richard Jacroux and I have been discussing the importance of culture fit relative to performance in organizational theory. We have each had to re-shape teams many times and several times have run into the issue of a high performer that causes friction with the rest of the team. In other words,…
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