Twenty Years Ago While I’ve been in sales for over three decades, there is one day that completely changed my life. One early September morning, a hundred other airplane passengers and I were waiting on the runway for an unusually long period after our plane’s scheduled takeoff time. The travelers were mainly businesspeople, and we were all in a hurry to reach our destination and make critical meetings that lay ahead. As a veteran road warrior who has flown millions of miles, I prepared myself for the worst and thought the delay might be caused by mechanical or weather problems. Forty-five mi ..read more

I think I know why Extreme Networks stock has doubled in the last 90 days. You see, I had the privilege to present to the 800+ incredibly talented and motivated sales professionals at Extreme Networks last week. Along with Joe Vitalone (Chief Revenue Officer) and Ed Meyercord (CEO), we spoke about the how COVID has changed technology sales and I shared my research on the attributes of high performing technology sales organizations. One key attribute of high performing sales teams is that they have a Partner-centric Philosophy and Extreme Networks is laser focus ..read more

As Senior Vice President of sales for AuditBoard, the 3rd fastest growing technology company in North America as ranked on Deloitte Technology’s Fast 500, my focus is on revenue growth because it is one of the most important financial metrics in determining the market valuation of a company. While other factors such as overall revenue, profitability and marketspace considerations are important, top-line revenue growth is direct proof that customers value and successfully use a company’s products.   AuditBoard plays a unique role in the IPO process by helping companies comply w ..read more

I didn’t plan on doing it and am not recommending you try it. I have worked 400 days straight without a single day off. The Back Story. During the past two decades I have written 7 books and worked as a consultant with 300+ of the world’s greatest companies including Google, PayPal, and IBM. Then I fell in love with one of my clients --the most unique cloud-based software company in the world-- AuditBoard, and their peer-based selling model (read “No Salespeople, Only Auditors” and a shout out to all the auditors at AuditBoard).  So, I joined the company as Senior Vice President of Sales an ..read more

I’d like to tell you about the most extraordinary technology sales organization—and I should know since I’ve had the privilege to study hundreds of high-tech sales organizations and interview thousands of salespeople and vice presidents of sales. What makes this sales organization unique is that it is composed of auditors and former Big Four finance and risk management consultants. No salespeople work at the company.   That company is AuditBoard. AuditBoard provides next-generation cloud-based Sarbanes-Oxley compliance and internal audit management software to Fortune 5000 companies. The dec ..read more