Corrupt Company Culture
Theft By Deception — Using Company Culture To Screw Your Employees
Using Company Culture To Screw Your Employees You may have seen the story about a couple who raised $400 grand for a homeless man
Lone Wolf Sales
Every Sales Territory Should Be a P&L
This entire week was spent in Dallas with prospective clients interspersed with interviews for our first Dallas area sales rep. Our technology is pretty unconventional,
Lone Wolf Sales
Cost of Enterprise Sales—The Vast Not-So-Hidden Tax
Would you found an enterprise software company, take all the risk, go into debt, maybe mortgage your home if you had a built in tax
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
Lone Wolf Sales
Restart Tech Companies — Edge of the Dead Zone
After a startup has had its third Sales VP, is perhaps on its E round of funding and it still is not breaking out, it
Lone Wolf Sales
So You Want To Work for a Disruptive Startup? Part 1
Several former colleagues called because they want a sales job with a disruptive startup. They are tired of their life at VMware, HP, Oracle and want
Lone Wolf Sales
Pray Your Competitor Is “Process Driven”
Disruptive startups with technologies that shake an established market often take in early venture equity—to their detriment. Of the many activities they then embark
Lone Wolf Sales
The Transactional Sales Monkey Model – Part 1
There is a very prominent west coast tech company, selling a social media management system, making the classic case for sales monkeys vs. creative, innovative
Lone Wolf Sales
Why A Sales Quota Should be $5 Million Per Year—And Zero Base Salary
Last week, the CEO of one of the hottest security startups in Texas visited and wanted to know how to set up his early market
Lone Wolf Sales
The Lurker–Every Sales Force Has One!
Enterprise sales personalities are typically broken down into “hunters” or “farmers.” These wildly inaccurate depictions can be broken into far more descriptive terms—those that give real
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