You can’t Hack into the Enterprise

Y My husband Chris wrote an article recently that paints a picture of a salesperson as the curator of the customer’s purchase experience.  As a professional buyer who has worked with hundreds of suppliers—from the largest to the fastest growing—having a person I trust, who can help me navigate both their organization and mine, isCONTINUE READING

It’s not the People, it’s the System

I recently read an interview with the CEO of a sales-technology company who made the following observation about sales people: “The good news is, people are really bad at selling. People are literally awful at it, for a lot of reasons” The evidence he cited was that 53% of sellers hit their quota last year,CONTINUE READING

Losing the Sales Baggage

I didn’t realize how much baggage sales professionals carried around until my first professional role after college. I remember one of my first days in the field with US Healthcare. I was feeling pretty good, wearing a dark gray pinstriped suit that my mom bought me for $89 at Today’s Man. I walked into anCONTINUE READING

The Playing Field has Moved, and We’re Not on it

The Conference Board recently did a study of more than 1400 B2B organizations and found that on average, those companies completed 60% of their purchasing process—researching solutions, ranking options, setting requirements, benchmarking pricing and so on—before having a conversation with a supplier. I read several reports from numerous sources over the past few months thatCONTINUE READING

Insights gained from a New Seller

Insights I Gained From a New Seller! by Chris Donato Over the past two weeks I’ve been checking in with our newly hired sales reps, doing year-end-review conversations. Today I spoke with JaLisa—we hired her straight from college. It’s not only JaLisa’s first sales role. It’s her first professional job altogether. Having 20+ years of professionalCONTINUE READING