“I don’t think the playbook should be written in pen, I think it should be written in pencil because you need to be able to erase parts of it and adjust it. The core elements are the same, but every organization is unique. Every industry is unique. Every Solution is Unique. Taking a playbook and […]
“I still have to explain the WHY. The WHY is about painting a picture of a future state that could be many miles down the road – you’re looking at that mountain way off in the distance and saying, if people are working for me, why should they take that long journey to the top […]
“At CloudHealth over 50% of our business was being driven by existing customers so the Customer Success team was accountable for making sure the customer is always in buying mode. The more you take care of your customers, you minimize the churn, you maximize the expansion, and when that’s working in conjunction with new business, […]
“I think that every great sales organization has an even greater presales organization right there with them. I think it truly is one of the most unique roles where you have that perfect marriage of business and technology. If (we) had a crappy presales team at BladeLogic, I guarantee you, it would not have been […]
“Leave your ego at home. When you’re out there selling, it’s about the product, it’s about the value, it’s about the company, it’s about the success of everybody involved and it’s not about you. You could be right, that’s a bug in the product and it shouldn’t be there, but guess what? That doesn’t matter. […]
“I think leaders are leaders. I think a lot of that is just innate. If I took Bob Ladouceur and put him in charge of BladeLogic sales, would he have been successful? I 100% agree with that. If I took McMahon and put him in as a high school football coach, I 100% think he would […]
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