In my twenty-plus years working in sales and sales management, I cannot recall a stranger time to make sales. As we work together to contain the spread of the Coronavirus, sales managers are now operating a remote sales team, which requires a different set of skills than managing an onsite team. After being a work-from-home seller, along with managing satellite locations and in-home sellers, I wanted to share a few tips I have learned over the years.  The first step is to understand the difference between a workday and productive work. According to the Bureau of Labor Statistics, the average […]

Since 2002, Executive Mosaic has been the leader in connecting, informing, and educating executives through exclusive peer networking events and media properties. Executive Mosaic is the parent of the 4×24 Leadership program, Potomac Officers Club, ArchIntel, and Spectrum. It also executes the Wash 100, the award honoring the premier private and public sector leaders in the GovCon sector.    Dealing with the most influential people in government contracting has its own unique set of obstacles. Even after being the industry standard for years, you are still trying to engage executives who have little time and competing demands. It is up […]

College basketball grabs the nation’s attention with the NCAA Basketball Tournament, March Madness. While you may rely on your favorite color or mascot to determine who wins the NCAA Championship, back in the ’60s and ’70s, you would pick the Bruins. That is when the greatest coach in history, John Wooden, was leading the UCLA Bruins program. In 1948, he took over a little known program as the head basketball coach at UCLA. By the time he retired in 1975, he had created a powerhouse, some of his records may never be broken, and is one of the most revered […]

2019 was a year to remember for Industry Dive. They were Neal awards finalist, Azbee awards finalist, Washington Post’s top workplace, Inc Magazine Fastest-Growing company, Folio 100 list, Deloitte technology fast 500 winners, and ended the year securing a deal with Falfurrias Capital partners to accelerate growth. As we were catching up, I asked Ryan, the CRO, and Co-Founder what was the best piece of sales advice he received. “The best sales advice I ever received was to shut up. You’re better off fighting the instinct to fill the air. Learn to be comfortable with an extra beat of silence. […]

It is not hard to fall in love with sales. Few other jobs offer great pay, expense accounts, and flexible hours like sales. However, when you are struggling, it is easy to become frustrated with the volatility of sales. Most have experienced the euphoria of closing a huge deal or being 25% over quota, winning awards, and having great clients. Whereas we also experience moments of disenchantment, like when a manager gives an unattainable quota, your largest client cancels, a product glitches, or you spend your day dealing with unhappy customers. The highs are very high, and lows can be […]