Sell Smart, Not Hard
Knowledge is power—but ego is a liability.
One of the most overlooked challenges in customer engagements is managing the fine line between demonstrating expertise and...
When Doing Extra Almost Costs the Deal: A Lesson in Demo Discipline
Just last week, I had the opportunity to bring a protégé along to deliver a product demo to a potential client. It was a...
The Art of the Tailored Talk
Imagine trying to sell a Swiss Army Knife by listing every single tool it contains, in minute detail, to everyone you meet. To a...
Less is more
Imagine you're sharing a great solution with someone who isn't immersed in tech all day. They have a problem, and you’ve got a fix—but...
Keep it simple
At its core, human communication is about connection. We speak, write, and gesture not just to transmit information, but to ensure that our ideas,...
The importance of a Wingman
Success often hinges on more than just charisma, product knowledge, or closing techniques. Sometimes, it comes down to having the right person by your...