Sales Career Advice for Harvard Business School MBAs

By |April 5th, 2017|

Last week I spoke at Harvard Business School with MBA students who are thinking about a career in Sales. Thanks to Mark Roberge for having me.
Most of the students were looking at Sales as a path to CEO.  It’s not the only path, but it’s a good one. If you or someone you know has the same strategy, here […]

Salesperson: Are you a dog or a cat?

By |April 7th, 2015|

There are only two kinds of salespeople in the world: dogs and cats.

This irrefutable scientific fact is based on my 15+ years of directly observing salespeople, dogs and cats.


10 Ways to Shorten Enterprise Sales Cycles

By |January 3rd, 2015|

A SaaS entrepreneur asked me, “Enterprise sales cycles are sooooo looooong.  How can I get customers to buy faster?”

You probably can’t change the way large companies buy, but you can do things to sell faster.


5 Ways to Help Prospects See Their Babies Are Ugly

By |November 9th, 2014|

A VP of Sales asked me this week, “What do you do if the prospect created the problem you solve?”

Call her baby ugly, and you’ll insult her.  Avoid the issue, and you’ll do her a disservice by not helping her.

Fortunately, you can try some tactful approaches to help her without insulting her.


How many cold calls should you make per day?

By |November 3rd, 2014|

Ideally none.  Referrals and inbound leads beat cold calls any day.  But for B2B startups, referrals and inbound leads are like bigfoot: sought but rarely seen.

In the short term, you need to call and email strangers to make sales while you are building your referral and marketing machines.


Cold Calling Tip: Don’t Apologize.

By |October 12th, 2014|

One young rep couldn’t engage his prospects.

He asked me to assess his opening which began, “I’m sorry for interrupting.  Is this a bad time?”

Here’s my response:


SaaS Pricing: How do I sell larger deals?

By |October 8th, 2014|

A VP of Sales at a growing SaaS company recently asked me this question about SaaS pricing.

His company has an ARR of $1oK/customer.   He wants to increase it to $20-$30K.   […]

How do you become successful at enterprise sales?

By |October 4th, 2014|

In enterprise sales, your startup is a small boat in a large and dangerous river.

It’s easier to flow with the water than it is to move rocks or row against the current.