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Something I've noticed is that a lot of sales reps and managers don't have a defined structure to their prospecting calls. This results...

As I mentioned in my recent article, 5 Things Top Performing Reps are Doing During the Mass Shutdown, something all sales reps should be...

The government has stepped in and shut down pretty much everything from schools, movie theaters, bars, gyms, and restaurants. There are...

I recently took the "Demo Master Class" from revenue intelligence software company, Gong, and it was extremely intriguing and eye...

If you are in tech sales, there's no doubt that you have done "account mapping" with partners. But, the truth is, we can all count dozens...

The TEDW qualifying question technique

If you follow my blog, you know how strongly I feel about the importance of a Champion in a deal. No Champion = No Deal. It holds true...

Do you have an elevator pitch? If you are like most sales reps, ironically, you probably don't. We have all heard of an "elevator...

I'm often asked by fellow peers, "How do you consistently overachieve your number? How did you finish #1 in worldwide sales at...

Sales leadership from Rubrik, Inc. discussing James Purvis' performance in Q1 of FY20. #purvis #warlevel #relentless