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Ben Cefalo

“Anyone can be a Product Manager. If you’re in a presales role, if you’re in consulting, if you’re in support, if you’re in customer success,

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Damon Miller

“Pushing is important, but it’s not the only thing that helps you become an effective manager. Earning trust and respect and showing the people that

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Diwakar Prabhaker

“I don’t think the playbook should be written in pen, I think it should be written in pencil because you need to be able to

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Frank Lamprea

“If you’re going to remain successful you need to constantly be thinking about adapting and changing. Even if you’re winning all the time, you should

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James Hollinger

“Leave your ego at home. When you’re out there selling, it’s about the product, it’s about the value, it’s about the company, it’s about the

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Mike Lupiani

“I’ve seen people go in to pre-sales leadership because they want to make more money and that is the worst reason to become a Sales

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Phil Pergola

“At CloudHealth over 50% of our business was being driven by existing customers so the Customer Success team was accountable for making sure the customer

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Sahir Azam

“There’s an actual skill in being able to translate technology in business, fluidly back and forth. The top presales engineers are ones that understand business

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Seong Park

“I think that every great sales organization has an even greater presales organization right there with them. I think it truly is one of the

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Tim Fessenden

“I still have to explain the WHY. The WHY is about painting a picture of a future state that could be many miles down the

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Scott Sinatra

“I think it’s really important when you’re leading or building a sales organization to pay attention to the nuances of the sale and modify the

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Paul Cant

“I’m very proud to have worked for two very iconic companies, PTC and BMC. The reason I’m at BMC is because I’m committed to what

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Patrick Ball

“I think leaders are leaders. I think a lot of that is just innate. If I took Bob Ladouceur and put him in charge of

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Mauro Trione

“Do you need to be a specialist in something to sell it? No. You need to know how to sell, learn what that product can do for

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Mark Musselman

“Going into BMC, that’s a Harvard Business School case study and I would title it, Speed Boat Takes Over Aircraft Carrier.”  – Mark Musselman Hunters and Unicorns shares the playbooks from

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Keith Butler

“I love doing this. I love building sales teams. What do I want? I want to build a big company so that we can have

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John McMahon

“A great leader motivates through understanding your strengths, your weaknesses, your desires, your motivations, your insecurities, your goals and then they use that to drive

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John Kaplan

“Once you’re a part of a championship team with A-players, great products, great leaders and great cultures, it’s very hard to go backwards. We were lucky. We were in the right

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Jeff Lortz

“People that are successful in this model have a desire to win at almost all costs and that’s why I think a lot of the

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Carlos Delatorre

“My motivation has evolved over time. Early in my career, it was a fear of being poor and a guilt for the sacrifices that my

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Brian Blond

“I give it the analogy of football and Parcells’ legacy – it’s not that the rest of the NFL doesn’t know how to coach football, but when

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Bill Strogis

“My mission is not to build a fiefdom. I’m not trying to build the biggest company possible. I’m trying to build a successful company. I’m

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Anthony Palladino

“You don’t want people to work hard because they have to fulfil reports, because Palladino is going to be on their ass if they don’t,

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Andy Sadler

“Our goal is to make people very, very successful and then create huge enterprise value along the way. That’s the goal. There is recruitment as

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