Blogs
Cheers to the New Year
To say that 2020 was challenging is an understatement. Lines like “get out of your comfort zone”, “embrace changes” or “use this opportunity” might sound encouraging but our honest and most prominent wish for 2021 is a healthy and safe year for everyone!
Adapting to our new remote-work reality
When the covidー19 health crisis hit us earlier this year and the directive was to work from home, it was a big adjustment for many. The routine of going into an office was abruptly stopped and since then, companies have been adjusting to this “new normal”. Fortunately...
The ‘craving’ and ‘high’ of sales deals chase.
Do you get “high” on the sales deal chase? I get it. With sales people, this is a natural state. Sure there are commissions, recognition, and potential “club” trips. All satisfactory in and of themselves. However, nothing compares to the actual “win”. We crave that...
Selling during COVID-19 pandemic
On March 11, 2020, in the United States, the true will of the COVID-19 pandemic took control. Massive layoffs, a dramatic dip in the stock market, and the fact that companies would resort to survival mode to stay in business. For me, the silver lining is being a sales...
Don’t Sell – Consult!
What’s my one tip to sales people who are struggling to fetch long-term clients? Don’t sell; consult! To explain it fully, sales reps should start adding value to their customers and prospects instead of focusing strictly on sales, personal quotas, and numbers. The...
Crains New York
In February 2015, I was approached by a seasoned and well published writer, Judy Messina, regarding an article for Crains, NY. The essence of the story was, "Senior" Entrepreneurs who launched businesses, essentially after 25- 30 years of working for other...
One of my Passions
In the middle of 2014, I was fortunate to meet Jonathan Taylor, who was putting together a book on Golf and Business. He asked me to write a chapter, a contribution. Most certainly he struck two great chords for me: (a) Golf as a life-long duffer and (b) Business....
My Drug of Choice
Here it is, Wednesday morning. On Tuesday I received confirmation of a large software approval with a well-known US Government Agency. Last Friday, I received an Enterprise purchase order from a top Credit Card company. I had worked both these deals for many months...
The One That Got Away
The One That Got Away I caught the proverbial fish and it was this BIG. Back in 1999, I was working with a growing but still smallish system integrator out of New Jersey with 12 offices, who received an invitation to bid on a contract that was for a very large...