About Josh

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So far Josh has created 14 blog entries.

Stop calling it a sales playbook. It’s a sales cookbook!

Sports analogies are to sales as urinal troughs are to baseball. They go hand in hand, glove on hand because a baseball game is straightforward. A basketball game is simple. Team A competes against team B. Whoever scores the most points wins. Is it a sales playbook or a cookbook? We compare inside sales to sports because we want sales to be as straightforward as a sports game, with a defined “winner and loser.” It’s easier for us to think of selling as a game, and selling strategies as plays in a playbook. But inside sales isn’t a sport, and treating it as such won’t get you very far in today’s sales climate, because with that [...]

Stop calling it a sales playbook. It’s a sales cookbook!2019-02-11T20:29:43+00:00

9 Steps To Hack Your Interview Process & Score More Job Offers

My wife thinks I’m crazy for saying this, but I love the sales job interview process. And no, I don’t mean interviewing candidates, I mean interviewing as a candidate. I love it so much that a close friend, Scott Leese, SVP of Sales at Qualia Labs, and I often joke about how if we could make money just by landing job interviews, we would do it full time. Landing, and of course, nailing job interviews is an invaluable life skill, and if you’ve ever had to wade through the job market, you probably know that your single greatest point of leverage is securing multiple job offers simultaneously. This puts pressure on employers to take you [...]

9 Steps To Hack Your Interview Process & Score More Job Offers2019-02-11T20:30:51+00:00

The Best Sales Teams Are Built Upon The 5 Cs

What should you look for in a sales candidate? How do you find the best inside sales or sdr candidates? This is a topic we often see addressed in articles, and yet those discussions never seem to touch on improving your interview skills as a sales rep. Instead, separate articles are dedicated to that topic.  […]

The Best Sales Teams Are Built Upon The 5 Cs2019-02-20T18:42:32+00:00

What’s the Best Day of The Month to Buy a Saas Solution and Why?

If you’ve read any of my other posts, you know that I’m all about harsh truths. My experience in the sales industry has taught me that when someone or something is underperforming, excuses get tossed around like confetti in a hurricane. Sales trainers blame inside sales teams, inside sales teams blame sales trainers for poor sales training and negotiation training, sales execs blame sales trainers who blame inside sales teams who blame sales execs. And of course, everyone tries to blame marketing. And on and on and on. […]

What’s the Best Day of The Month to Buy a Saas Solution and Why?2019-02-11T20:31:28+00:00