Blogs

By: Dennis Susa
Fri, September 21st 2012

Ever known anyone who has grown a reputation for asking so many questions about a task you'd like them to do – that you simply decide that whatever value they potentially could have provided is not worth the cost of enduring their thousands of well-constructed questions?These kinds of people simply wear me down with endless clarification/qualification. They seem extraordinarily comfortable defining their job responsibilities so narrowly that it can fit through the eye of […]

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Leadership/Coaching    
By: Dennis Susa
Thu, May 31st 2012

In most cases, much of the transformation from transactional to consultative selling is about making the leap from "telling" to "asking."  It's also about shifting away from an emotional and technique-based appeal to an approach that is more logical, honest and direct.  And for some, making the leap from advocacy to inquiry is a difficult one.  After spending years coaching hundreds of sales professionals and leaders, I'm convinc […]

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Open Mic    
By: Dennis Susa
Thu, September 15th 2011

• Thank you for giving me the foresight to become a subject matter expert. • Allow me the option to define my job through the eye of a needle.  • Enable me to command the schedules of others based on my availability and planned vacations.• Give me the supreme power to decide what I engage, when I engage and on what terms.• Help me create a world defined by the rigid boundaries of Microsoft Outlook.• Grant me the ability to […]

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Open Mic    
By: Dennis Susa
Tue, August 16th 2011

This Stanley Bing masterwork is one of the funniest and most accurate accounts of the banality of executive life -- and a must-read for anyone who aspires to climb the corporate ladder. The book begins at an executive retreat in Pittsburgh and ends in a penthouse in New York City. In one fell swoop, a small team of corporate backbiters constructs and deconstructs "the deal of the century." It's like the business version of the "The Hangover," replete with HR vi […]

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Leadership/Coaching    
By: Dennis Susa
Tue, August 9th 2011

Written over two decades ago, this book by Richard A. Moran is a concise & practical guide for how to behave in business. Its simplicity and humor disguise the power of the book's invaluable career guidance -- and is especially relevant to "big company" folks.  In 30 minutes or less -- you'll be amazed by the power of this little work of art.In my opinion, this should be in the new employee orientation packet of every company north of $5 billion. I […]

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Leadership/Coaching   Open Mic    
By: Dennis Susa
Tue, August 2nd 2011

Have you ever known a manager who, after every joint-call or conversation, feels the need to offer you "coaching?"In fact, it's always under the banner of YOUR self-improvement. It often begins with something that sounds like this: "May I offer you some coaching?" or, "Can I give you some feedback?" within minutes after leaving a high-stakes presentation -- an emotionally charged sales call or an internal meeting gone awry.What I'd like to say: […]

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coaching    
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Open Mic   Leadership/Coaching    
By: Dennis Susa
Tue, July 26th 2011

There is a trend that I've noticed among small to mid-sized VC-backed firms in the emerging or "next generation" technology space that seem ripe for a contract (or 1099) sales model. This is especially true for Software as a Service (SaaS) companies.  More often than not, the CEO or COO of these companies is directly managing the sales & marketing function in addition to their primary executive role. This is due, in large part, to the early stage maturit […]

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Win    
By: Dennis Susa
Tue, July 19th 2011

Sales is from Mars; Marketing is from Venus.  And all too often, the marriage between these two disciplines is strained, dysfunctional and downright costly.  Marketing wages an air war and Sales fights the ground war – but are often miles apart in their targets and execution.Most marketing professionals have never been in sales ("never carried a bag") and are often operating at the 20,000-foot level. They busy themselves with creating a new brand b […]

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Sales 2.0    
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Leadership/Coaching    
By: Dennis Susa
Thu, July 7th 2011

Warning: This is going to be uncomfortable.So, you and your team have spent some time building a pipeline of opportunities that will define your year.  Some of these will likely be deals that have slipped from your last fiscal year and have carried over into the current year.In fact, many of these deals may have become like old friends you've visited every month during your forecasting calls – and after every call, they keep getting re-invited back to a discussi […]

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pipeline   funnel   planning   Account Planning    
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Open Mic    
By: Dennis Susa
Thu, June 30th 2011

I'll admit it.  I'm a self-help book junkie.  In fact, I've met very few from the sales profession that aren't.  However, I read one book recently that will change my outlook and my behavior for a long time to come.  Last evening, I read Marshall Goldsmith's "MOJO: How to Get It, How to Keep It and How to Get it Back If You Lose It."That's right. One evening, cover-to-cover… appendices and all.&n […]

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Open Mic