Monthly Archives: March 2017

Why sales should never lose alone

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Sales can be a very lonely role. You’re out on the front lines with everything exposed. You put out a forecast, pipeline or end of quarter report, and everybody in the organization feels like they can take pops at you. You can quickly go from being the hero–which every salesperson lives for–to being a zero because you didn’t post anything.

With half your income riding on your ability to sell, the only thing worse than posting a zero is having your colleagues throughout the company second guess you. The best way to combat this is for sales leadership to create a culture in which no one loses alone. It’s not easy to do, but it’s a win for the entire company.

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Evolving from a software company to platform company, partnerships are key

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Back in 2011, Marc Andreesen penned his now famous essay, “Why Software Is Eating The World,” outlining the coming economic shift in which software companies take over large segments of the economy.

Gartner in 2012 predicted that “The Nexus of Forces”—mobile, social, cloud and information–would give rise to “entirely new possibilities and creative business endeavors.”

Five years in, we’re seeing that take shape with the rise of platform businesses and market places such as Uber, Airbnb and Amazon.

Solving problems with software

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