• 8 Software Demo Mistakes that Scream ‘Rookie’

    So you’ve worked your tail off to get a foot in the door with the perfect prospect for your solution, and now it’s time to show them your wares. It’s demo time, baby.

    Many of our clients are in the software or software-as-a-service space, and being able to perform a killer demo is crucial. Not only is it necessary to move a deal to through your sales pipeline, a solid demo it goes a long way in instilling confidence in your product and company.

  • Mark’s Top 5 Sales Books for B2B Growth Companies


    It amazes me how few salespeople today have a genuine thirst for knowledge and improving their craft.  Would you like to go to a doctor for a knee replacement only to find out he hasn’t brushed up on any of the latest medical journals?  I’m guessing not.

    Certainly the sales shelf at your local bookstore (or the category on Amazon) can be quite overwhelming, so in this article I have provided my top 5 sales reads for B2B growth companies.


    I have hired, trained and worked with hundreds of salespeople over the course of my career – some good, some bad and several outstanding.  A client in the midst of ramping up their sales team asked me a question I have heard many times before – whether great salespeople are born or built – and it lead me to analyze what exactly it is that makes the A-players I’ve seen over the years so much better than the rest of the pack.

  • Go to Market Plan

    There are only 5 things you need to think through to convert a business capability into revenue. These items make up the balance of your sales plan for the coming year (we call it a Sales Playbook).

  • Value Proposition

    The entire, expansive, complex art of selling can be boiled down into one simple concept: solving a business problem for your Prospect.

    You need to understand and then clearly articulate what business problem you are solving for your Prospect with your solution.

  • Sales Process

    If you do not clearly understand the steps to complete a sale for your business, then your sales activities become a series of unrelated events that cannot be managed, improved or taught.

  • Demand Generation 101

    Outbound demand generation is dead… at least according to the majority of companies who sell inbound marketing technologies and “Sales 2.0” thought leaders.

    This post explores an alternative perspective, that demand generation is THE critical component of your 12-month sales strategy.

  • New Sales Hire Onboarding

    There is high turnover in the sales industry. One in three sales people churn jobs every year according to the U.S. department of labour. This blog will focus on what we can do to reduce the time to value for a new sales hire.

  • Sales Call Planning

    Four in 10 business to business purchasing decisions favour the company that sold better (regardless of price / quality / or service features). Successful sales calls are a critical element of “selling well”. Successful sales calls are the result of disciplined planning and preparation.

  • Top Tips for Communicating a Price Increase to Your Customers

    Price Increases

    Communicating price increases to customers is often difficult. Sales reps feel guilty and apologetic and may even offer unneccessary “sweeteners” to soften the blow. The secret is simple: Understand the facts and your market and don’t be so apologetic!

    I was recently quoted in the Canadian Business Magazine stating: