In February, I wrote “CIOs Proclaim the Tech Sales Model is Broken.” Before sharing the piece, I asked a few colleagues at my employer at the time to review it. They suggested it would be a career-limiting move to socially share the article, given that I quote CIOs’ tough advice to marketers and salespeople. Yet I did publish the article in Datamation.
After joining my new employer, I attended their Sales Boot Camp, and shared the article with my sales-training leaders. To my surprise, they agreed completely with the article and suggested that I read a new book, “The Qualified Sales Leader” by John McMahon. McMahon has been CRO at 5 public software companies.