There comes a time when a company needs to move from direct to mostly indirect or channel sales. For VMware, that time is about now. The VMware sales force is the single most costly line item on its operating statement. Moving this line item from VMware to the existing channel reduces all the expense losing […]
VMware Needs To Fire Most of its Sales Force – Here’s Why! Read More »
VMware wakes up every couple of years, like the guy in Sleepy Hollow, and finds the world is no longer virtualization-only. In 2013 it awoke to the fact that the cloud was a next big thing and VMware’s customers were fleeing to Amazon and Azure. Off went VMware, spending billions of V-Sphere profits, building data centers
There was once a day when sales managers were the absolute best of the best in sales. They often had to be forced into management because they knew it was a pay cut and they hated the paperwork and process. But many made the move knowing they had to do it as a step into much
The Psychological Damage Of Working For a Stupid Sales Manager Read More »
My first call this morning, as I sat reading emails in my favorite Sauce Labs hoodie, was from a large Sauce Labs strategic partner. His comment was “…Sauce Labs is imploding, everyone is leaving.” A bit later in the day, one of their competitors called and said they were receiving all kinds of inbound
For those of us who actually sell big stuff in the real world, the advice seemed pretty common sense. Sell value. Show the customer the difference between their status quo and what your product will build in the future. Sell the outcome. Use stories. Don’t talk features. OK, pretty standard advice. It actually begs another question. If the sales rep is not
I was on LinkedIn one evening and see an unpronounceable company called SNYK get a $150 million funding round. Very cool! As many do, I Googled it a bit. That is where things got very interesting. The company is reported to be about 5 years old. Owler says it has most recent revs of $11.8 million. The
LinkedIn is the user interface for mediocre sales talent to reposition as a SALES GURU or Sherpa who can teach “sales hacks” enabling new-to-sales types to find wealth, happiness and everlasting personal fulfillment. You can bet it is all BULL. If those charlatans on LinkedIn, jumping up and down on stage, pix with audiences
Do You Want To Get Rich Selling? Well Do Ya Pal? Read More »
Are you sick of people posting their plastic trophy on LinkedIn with the “I am humbled” at this award? If they are humbled, why would they post the pix?
