Mastering Technical Sales

As an IT executive I suffered through far too many really awful PowerPoint Presentations. That was back in the days when everyone threw i...

One of the biggest disconnects I see between sales and pre-sales teams lies in the area of Discovery. In many sales organization there ...

You Are Only A Trusted Advisor When ... The Customer Says You Are! I had the opportunity to participate in the Amazon Web Services for Pu...

Before I answer – a quick piece of trivia about the origin of SPIFFs. Although there have been numerous explanations about the SPIFF acro...

I talk about “The Three Wise Men” a lot in my workshops. They are the guiding principle why businesses make technology decisions – being:...

At least here in the US, the week before the Labor Day holiday (Monday September 2nd) is usually a quiet week for me. It's the last w...

Yesterday I sat in, as a “dummy guest”, on a remote demonstration and presentation that my newest client had set up. As part of my Disco...