I had to. I couldn’t walk into another office and see the salespeople sitting on their rears trying t make a deal happen. It’s one of the easiest fixes on a sales floor, and it makes a huge difference. Prospects can tell the difference in your energy, on the phone, when you are sitting and…
What is one characteristic or behavior that sets apart CEOs from everybody else? CEOs read 4 to 5 books a month! On the flip side, the average person is only reading 2 to 3 books a year. What a stark difference. Imagine, if you learned one new skill, or generated at least one new idea…
Trish Bertuzzi is the President and Chief Strategist at the Bridge Group, Inc. She is also the author of The Sales Development Playbook: Build Repeatable Pipeline and Accelerate Growth with Inside Sales. Over the last two decades, Trish has promoted inside sales as a community, profession, and engine for revenue growth. Trish and her team’s…
Don has more than 25 consecutive years of quota over-achievement. Currently, he is the Vice President of Global Inside Sales for BMC Software. Don is responsible for over 200+ sales people at 6 world-wide locations including Raleigh-Durham, Tampa, Dublin, Buenos Aries, Singapore and Salt Lake City. BMC Software is an IT game-changer! Global Businesses rely…
Alex has more than 25 years of experience in all areas of revenue and profit generation for technology organizations, with significant experience leading SaaS-based organizations. Currently, Alex is the CEO of Workfront, a SaaS based modern work management platform. Prior to joining Workfront as the CEO, he was the president of Apptio, which was ranked…
Joe is a senior B2B executive, currently serving as the Chief Marketing Officer for Motivosity, an employee recognition software currently used by Ivanti, Instructure, Clearlink, and Workfront. He specializes in SaaS, MarTech, employee engagement, and the customer experience sectors. His expertise is in building a powerful, differentiated brand and fueling the growth of the revenue…
Frank Maylett is the CEO of RizePoint. In this podcast Frank shares his extensive learnings and experiences in both sales and leadership. Topics discussed: General Sales Discussion How did Frank build the 20th best sales division in North America at Workfront? What makes a great sales leader? What makes a great sales professional?…
I’ve never hunted with the intent to kill wild game, but I have hunted for prospects with the intent of selling SaaS! “Always Do Your Best. What You Plant Now, Will Harvest Later.” – Og Mandino Recently, a friend of mine was dropped off on a remote island in Alaska with a permit…
Stephen R. Covey said, “Most people do not listen with the intent to understand; they listen with the intent to reply.” (The 7 Habits of Highly Effective People) Why is that? Why is it easier to listen with the intent to reply, than it is to try and understand what is really behind the words…
I’m not going to discuss the 7 Figure deals I have closed and won, nor am I going to discuss other big successes in my career. Rather, I want to share how I lost a $Million Dollar (+) deal early in my career. Because, most often we learn the most in our struggles and failures….