Dan regularly authors a range of thought leadership resources covering topics such as sales best practices, sales leadership, sales recruiting, sales career development as well as sharing his own personal journey.
Selling has changed shape, and most sellers are still holding the old one. I said this to IBM Australia's sales team at their H2 Sales Kickoff this week, and I want to unpack it, because none of what's happening to buyers is them being difficult.
Left without a system, most new managers do the only thing they know how to do. They keep being the rep.
I closed the must win deal for the quarter. Days later, I was redundant. HR told me it would be "the best thing to ever happen to me". I didn't believe them until I did the work. That process took me from being redundant to leading DocuSign & HubSpot.