A Letter to Sales People from The Customer

This letter is from Mike Ross.  Mikes is V.P. of  IT Service Management and Operations for T-Mobile. Mike is your buyer or just like your buyer. He has a 300 person team and has a $200 million dollar budget.  I asked Mike to write a letter to sales people (you) in response to my “Letter to Your Prospect.”  In his letter, I asked Mike to describe what he wants in a sales people, (again YOU!)

Executive Series No Show

Today is executive series day.  I don’t have one.  I have someone lined up, but they were unable to get me the interview yesterday.  I suspect this will happen more often than not.  It seems people are rather busy these days.  Hmmm surprising. I’m pleased with the interviews to date: Rob Katz, CEO Vail Resorts, Rob Strickland former T-Mobile CIO, Teresa Taylor, COO Qwest etc.  It’s been a good lineup so far.  I think you

Vail Resorts, CEO Rob Katz on Social Media, Sales and What’s Changing

Rob Katz is the CEO of Vail Resorts.  Vail is my home mountain and how I ended up in Colorado.  (I’ll save that story for another day.) Vail Resorts is the premier mountain resort in the world.   Vail Resort mountain properties include; Vail, Beaver Creek, Heavenly, Northstar at Tahoe, Breckenridge and Keystone.   Vail Resorts also owns Rock Resorts. I wanted to interview Rob because he is a progressive thinker.  Rob’s vision has positioned

CEO of Landslide, Rick Faulk on Selling, CRM and What’s Changing

This weeks Executive Series is with Rick Faulk.   Rick is the CEO of Landslide.  Landslide is a Sales Force Automation platform.  Landslide is in Gartner’s visionary quadrant. (Disclosure, I use Landslide and like it a lot) Before Landslide Rick was CEO of Mzinga.  Other cool stuff Rick has done: CMO of WebEx Communications and President of WebEx small biz.  He’s done a bunch of other stuff too.  Read his bio, they (Landslide )made sure they

QWEST COO Teresa Taylor on Selling and Being Sold To

This weeks Executive Series is with Teresa Taylor.  Teresa is the current COO of Qwest. She is a people’s leader.  She is approachable and quick.  She understands the value of her teams and how to motivate them. Teresa has held numerous positions at Qwest including Chief Administration Officer, EVP of Sales and the Chief Operating Officer. I asked Teresa her thoughts on both selling and being sold to. As Head of Sales/EVP of Sales you

Executive Series a Winner

The traffic yesterday for the first Executives Series was three times this blogs normal traffic. I think we maybe onto something. I enjoyed doing it.   It was cool to read the answers before I posted them.   Rob surprised me.  I learned a few things.  I particularly liked his thoughts on sales as a team sport.  There is a lot of merit to this approach, especially to those who can execute it effectively. I