So if you are just starting out in a new company with a greenfield territory, where does one start prospecting? ...

The year is 2019 in the month of November. Above your head there are cars flying through the skies, advertisements...

When you hang out at a startup event, you often hear the refrain of “I’m killing it” when asked, “how...

No amount of process, people, or product will help if the messaging is not working Good messaging is like good...

I recently finished reading Ben Horowitz’s book “The Hard Thing About Hard Things.” Normally I am not one for business...

Everyone has that picture in his or her head of the prototypical sales rep. Not the used car salesman image,...

I found this excellent guide on how to easily and simply learn to code.  I share the main steps for my...

I cannot tell you how many emails I get from sales people that read like mini-novels. I dread opening these...

When people hire for sales, they are looking for people triggers. What do I mean by people triggers? Those are...

I was planning on writing something that helped break out the differences between the elevator pitch, the unique selling propositions...