My Top 10 Rules for Negotiation Success
We have a 98% acceptance rate with offers here at ATP –– unheard of in our industry. […]
Enterprise Sales Leadership: Perception vs. Reality
Recently, I had a conversation with a sales leader whose #1 goal was to hire a BDR leader for […]
The Right Time to Hire a VP of Sales for Your Startup
I’m a co-founder/host of a community called Thursday Night Sales and this topic came up in a chat I […]
Sales is NOT a Necessary Evil: 3 Reasons Why Startup Founders Should Embrace Sales
Pushy, sleazy, manipulative… these are all words I’ve heard when talking to tech founders about sales. Many of them […]
What’s the Cost of Losing a Really Good VP of Sales?
Ready for a wakeup call? “70% of Saas First VP Sales don’t make it to 12 Months. It’s […]
Hiring for Diversity: What You Need to Know
Founders and sales leaders come to me all the time wishing that they could bring more diverse people onto […]
How to Retain Customers When Things Go Sideways
When times get tough, companies that show up for their customers quickly become the new favorites. We’ve all […]
20 Enterprise Sales Interview Questions To Hire Right
One of the things I hear most often on sales calls and kick-offs with startups who want to hire […]
In Enterprise Sales, All Opportunities Are Not Created Equal
2020 is continuing to bring change to the world of enterprise sales, we’re starting to see the shift occur […]
How to Say No Without Burning a Bridge
How you end a business relationship is as important as the ending itself. A well-delivered “No” can be the […]