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Austin, TX
I have been selling and managing in various industries for over 25 years.
Recent Activity
Saleshandicapper has shared their blog The Sales Handicapper
Nov 7, 2016
Just read one of the best books on creating effective sales compensation plans. KISS is an acronym often overused, but in the case of this book, it is quite appropriate. For some, it may be nothing more than affirmation of... Continue reading
Posted Mar 23, 2016 at The Sales Handicapper
Moneyball is about the effective use of predictive modeling to win more baseball games while spending the least amount of money possible. If there is a sales organization of more than 3 people with a client base of at least 20 or more that has not set up some scalable form of Bill James baseball model, it is not a nearly as efficient nor as effective as it could be. Continue reading
Posted Mar 14, 2013 at The Sales Handicapper
Today's prospect and customer, whether B2C, B2B, B2B2C, C2C or any other "2" you can name, is living a more transparent life than ever before. With every tweet, Facebook update, rating or review, blog post or forum rant, they are... Continue reading
Posted Sep 26, 2011 at The Sales Handicapper
Thanks for the inspiration Jessica (@jessicahagy) Continue reading
Posted Sep 10, 2011 at The Sales Handicapper
Ever have that feeling when you aren't feeling anything? Ever get down because your pipeline is low or you haven't closed a deal since Bush was President? Ever wondered what you needed to do to start feeling good again? If this doesn't sound familiar then you're not in sales. Continue reading
Posted Aug 11, 2011 at The Sales Handicapper
Where are "you" in their decision process... ...can mean the difference between you selling them or making them sell you. If you're early (or better yet, first) then the normal tactics you've developed can be applied. If you're late, then all the best tactics for selling won't work. You may have to resort to having them sell you. Continue reading
Posted Oct 26, 2010 at The Sales Handicapper
And without both, you have Twitter. Go figure.
1 reply
Saleshandicapper is now following johnmoore (from Brand Autopsy)
Sep 25, 2010
Saleshandicapper is now following David Meerman Scott
Aug 31, 2010
I know the economy is bad. I know unemployment is still high. I know housing sales and mortgage rates are at an all time low and mortgage defaults are at an all-time high. I know banks aren't lending unless you have the credit rating of a Saudi prince and credit card companies are going to start charging a premium for using their card on odd numbered days. Continue reading
Posted Aug 24, 2010 at The Sales Handicapper
Simply your marketing position and value proposition by understanding three basic areas of value that all companies address; solving for time, tools or talent. Continue reading
Posted Aug 1, 2010 at The Sales Handicapper
No, I'm not talking about what happens when you drunk dial your wife at 2am. What I'm talking about will have even more dire consequences. This disconnect can cost you more than your life; it can cost you your job.... Continue reading
Posted Jul 13, 2010 at The Sales Handicapper
In the beginning, there was time. Time was the only "currency" man could allocate or trade (beside manual labor) to achieve his needs and goals. Somewhere around 2000 BC, the Egyptians invented the second currency; money. For over 4000 years,... Continue reading
Posted Jul 1, 2010 at The Sales Handicapper
Saleshandicapper is now following The Typepad Team
Mar 15, 2010
It has been a long spell since my last post. I have taken on a new opportunity and frankly, was conflicted about continuing this blog until I read Seth Godin's latest book "Linchpin - Are You Indispensable?" It is a... Continue reading
Posted Feb 21, 2010 at The Sales Handicapper