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...

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...