P.S.I. Selling

The traditional startup sales onboarding process can be summarized in three words: sink or swim.  I saw this up close in my first few...

Looking for a magic bullet to become a great negotiator? Good luck! The most challenging thing about negotiating is that it depends on...

The other day, I was talking with an old friend about the challenges he was having hiring the right salespeople for his team. He said:...

“When I got here, nobody showed me how to do my job. That’s a fact.” So said a colleague of mine a while back. And he was right, he’d had to figure things out on his own. My colleague was a badass: He could make it happen. But he’d have been a lot more productive a lot sooner if he’d had access to the right enablement.  What’s worse, there are plenty of perfectly good employees who won't figure it out if they aren’t properly enabled. This creates an enablement doom loop: Sale

Years ago, I worked with a sales rep who said he was reluctant to do software demos. I asked him why. After all, a good sales-oriented...

Early in my startup sales career, my manager asked me a chilling question after he sat in on one of my calls: “What did we learn?”  I thought… and I thought… and I realized that we hadn’t learned much at all. My manager was making an important point in a nice way: I’d done hardly any discovery. In other words, I'd done little to investigate the prospective customer's situation so that we could sell specifically to their needs. I was irritated at myself afterwards … I KNEW tha