Tension is high, and anticipation is thick as the annual sales kickoff for DisruptaCorp begins. Employees at the young tech startup settle in their seats. Mobile devices are hurriedly silenced and stowed. Chatter dissolves into quiet. The CEO, Priya Neghandi, stands in front of the room alongside her VP of Business Development, Kelvin Wickersham. Without ... Read Post

In my last corporate role, I ran the Australian region for one of world’s biggest CRM software companies. It was my final role in a twenty-five year career working in the technology sector. Everywhere I worked I was always a ‘true believer’ in what I was selling – you have to be, to be successful. ... Read Post

When you first start a company, you have immediate priorities. If you don’t make building a sales team one of the first of those priorities, you won’t make it very far at all as they’ll be no revenue. When you first start up, how can you ensure you’re building a sales team that will truly ... Read Post

The automated sales model being implemented by Amazon, with many other ecommerce sites following suit, may seem somewhat threatening to a sales force and B2B sales. If you yourself have ever purchased from Amazon or a similar vendor, you probably recall that you have never spoken to a live person, not to mention a salesperson ... Read Post

Women in Sales The statistics are challenging — Women comprise only 39% of the global salesforce. Currently, finding qualified, career-stable candidates (of both genders) for in-demand sales roles is difficult, expensive, and a statistical crapshoot. A recent demographics report published by CSO Insights found that while over 90% of organizations are growing or maintaining their sales ... Read Post

Through my leadership coaching of CEOs, marketing professionals, and sales leaders, I have learned that changing behavior is not always about doing more. It is often about doing less—avoiding certain behaviors and actually curtailing certain actions in an effort to have more of an impact as a leader. As an illustration, here are three common ... Read Post

We are deeply honored to have been ranked #257 on Inc. magazine’s most recent list of 5000 fastest growing private companies in the U.S. This list is of great importance to us because represents a segment of the economy that, in our minds, will be its savior: America’s independent entrepreneurs. We’re obviously in great company–companies ... Read Post

Sales, like everything else in the modern age, is changing at a staggering velocity. Today’s buyer has unprecedented powers — all the information the Internet has to offer is at their fingertips. As a result, they move on their own timetable, and often without guidance from the sales professional who used to be the gateway ... Read Post