Category: Inside Sales Dude

I cut my hair off the other day after growing it out for last year and a half. My long, wild hair brought back memories of my highschool years, hanging out and cruising around with friends in my mom’s Chevette*. In my imagination, I looked like Brad Pitt in Troy**.

As someone who grew up relatively poor, I don’t enjoy spending money and tend to be quite frugal. (Or, as my wife Ellen sometimes says, usually when I am wearing my favorite T-shirt, “Sometimes you are cheap to the point of being an embarrassment. You’re not going out with me looking like that. Go put on…

Some things are better done in person (for my readers with dirty minds, I’m talking about sales & management, not what you’re thinking). Today I’m going to talk about using 2 simple techniques to radically improve your results from face-to-face sales meetings. These will work in nearly every sales situation.

My Mission: Build an Enterprise SAAS sales team and deliver $25M within the next 12 months. (No pressure.) I began by selecting one of my current SMB Inside Sales Managers to the lead the team, Joe Volosky. Like everyone else on my team except me,  Joe had no experience selling to Enterprise IT. But he was up for the…

Every manager needs to schedule time to reflect on the current week and to plan for the upcoming week.  Some people like to do this on the weekends or on Sunday nights. I’ve done that in the past until I figured out that working all the time wasn’t sustainable. Now I schedule this time during the workweek. For me,…

My first sales job was selling Apple Computers to business customers who visited the Pittsburgh Computer Store. Our top rep was Joe. He arrived to work earlier than everyone, focused his entire day on selling, and always asked for the sale. He sold at least 2x what the rest of us did.

Today I am trying to hire a fence builder. My fence, along with many fences in my neighborhood, was blown down by Hurricane Irma. When I called a bunch of companies a few weeks after the storm, only one called me back. The rest never responded at all.

I stopped believing in Santa Claus when I was in 1st grade. One night in December, I was looking around our living room and realized that not only didn’t we have a fireplace –  we didn’t even have a chimney! I asked my Dad how Santa would get into our house since we didn’t have a…

I haven’t had a professional haircut in more than 5 years. (My wife says, “You don’t need to tell anyone that, it’s quite obvious”.)  A few years ago I was looking at some old high school pictures and thought it would be cool to grow my hair long again. So I did.

I cut a hole in my perfectly fine living room wall this past weekend.  It all started when my wife and I decided we needed a dog door. After some research, I found the Hale Pet Wall Door and thought “I can install this.” After all, their website says, “Any person with a working knowledge…