What’s in a name?

Over my career I’ve had various job titles in sales: Account Executive Sales Manager Account Manager Business Development Manager Business Manager Client Management The names have changed, but the [...]

Don’t oversell the first meeting

I’ve recently met with several startups seeking to meet with large enterprises. It can be frustrating when a potential client does not want to meet with you. Particularly if [...]

It helps to sell if you like people

It helps to sell if you like people We have all met someone that has a force-field of contempt towards all other humans. They could be internal or external [...]

Constant Follow-up

One of the most overlooked things in sales is the constant follow-up with clients. You don’t have the positional-power of a manager to drive commitments, you need the power [...]

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