Hire the Right Hunter

In my 16 years running a company of for-hire senior level Door Openers®, we’ve learned a thing or two about hiring the right salespeople. Most business owners and sales VPs know the difference between hunters and farmers.  What they don’t know is that not all hunters...

Pay for Women in Sales on International Women’s Day

Over two years ago, Deborah Gage of The Wall Street Journal interviewed Chris Cabrera, CEO of Xactly Corp. in the article:  Big Data Company Shines a Light on the Dark World of Women’s Pay.  If you don’t have a WSJ subscription to view the 2014 article, I’ll...

Will Pressuring Your Customer to Close Backfire on You?

We all know the importance of understanding your customers by always putting yourself in their shoes and looking through their lens. But we’re also aware that many sales people are pressured to make their numbers – whether it’s their year-end, quarter end, or some...