Curb Your Sales Enthusiasm

Ever meet a great salesperson? What trait in their personality struck you? I would be surprised if ‘calm demeanor’ wasn’t on your list. Look, I get it…sellers typically have a bad rap, and it’s primarily a reflection of really fantastic marketing about the image of sellers. The fast talking snake charmer that somehow managed to […]

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Product Selling Is Dead

I’m guessing you clicked this link because you are a salesperson.  You are curious about my statement that product selling is dead.  Don’t let the way you are performing against your quota influence whether you agree or disagree.  Take a minute and think about the reason you became a salesperson in the first place.  It […]

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Digital Transformation: The Fracture of LOB and IT

Fracture of IT and LOB

In 2014, I read a whitepaper about one of the fastest growing trends affecting IT today.  It put me on the path I am on right now…and opened my eyes to the enormous opportunity and threat facing business today.  “The 2014 State of Digital Transformation” white paper by Brian Solis (available for free download here), […]

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Big Data is BIG on Cloud

Big data touches every industry…and every individual in creative and unique ways.  This presents massive opportunity for business, and no longer resides solely in the realm of IT.  Gartner predicts that by 2017, more than HALF of tech spending will occur outside of the IT department.  Cloud is the enabler of this shift, and the time […]

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