Crazy Company Nonsense
VMware Needs To Fire Most of its Sales Force – Here’s Why!
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.
Lone Wolf Sales
The Psychological Damage Of Working For a Stupid Sales Manager
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
Lone Wolf Sales
Stop Selling To The CIO – They Are Not The Future
Selling to the CIO is over because they are not the change agents – they are the entrenched bureaucracy. Selling to the CIO is no more. Time’s up. For a tech generation, the VP of IT, then the CIO has been the gold standard landing zone for technology products. No more.
Lone Wolf Sales
B2B Transaction Sales VP is Obsolete
B2B Transaction Sales Tactics are Obsolete For those who live in the world of bringing disruptive technologies to market, it has long been apparent
Lone Wolf Sales
Sales Automation Is A Very Expensive Failure
Sales automation makes robots out of your sales teams — and people do not buy from robots! What is “sales automation?” You first knew it
Lone Wolf Sales
Sell or Starve. Eliminate The B2B Base Salary
Sell or Starve. Eliminate The B2B Base Salary The enterprise B2B base salary paid to sales reps is entirely unnecessary. Enterprise software and
Lone Wolf Sales
Brain Dead or Brain Led — B2B Sales Strategies
Brain Dead or Brain Led — B2B Sales Strategies Your weekly sales meeting is now a dreaded activity, a draining routine of deal analysis and
Lone Wolf Sales
Enterprise B2B–Selling to Cubicle Village and Why it Will Continue
Virtually all selling in the B2B enterprise space today is to Cubicle Village, not decision makers. The difference is stark. A decision maker is driven
Lone Wolf Sales
95% Of All Tech Sales and Marketing Is Useless
There is an old saying that 50% of all advertising is wasted. But, which 50%? Well in high tech sales and marketing, applying to the
Lone Wolf Sales
MEDDIC — When Sales Management Became Really Stupid
What the heck is MEDDIC? The first time I ever heard this term was from an IBM VP of Sales who wanted to implement
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