Blog | CEO & Boards

Why aren’t there more women in high tech sales?

February 8, 2017

A collaborative post from Shann McGrail and Pete Smith

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Why Do We Hate (our own) Sales People (Part III)

January 10, 2017

I received the following comment from David Field about my last post: "Another good article, but with so much feedback on part 1 in relation to 'some of it is deserved' it would be great to see some pointers on why the top ten things that make delivery hate sales have to be done, or how they could be done differently."

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Why do we hate (our own) sales people - Part II

December 13, 2016

In the four months since I posted the article “Why do we hate (our own) sales people?”, I have been overwhelmed by response of the number of people who have read it, liked it, added their comments to the conversation and shared it with their networks. To each and every one of you: Thank you, I am flattered.

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Where is the line? - the ethics of social media content creation.

September 7, 2016

I was approached by a young intern for some advice. He had been asked by a manager in his company to research a topic and write a blog for the manager so that the manager could post it to their LinkedIn profile as their own work, with no accreditation to the intern as the author. I was being asked my opinion of the ethics of this and whether he should do it.

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Why do we hate (our own) sales people?

August 18, 2016

Last week, the Globe and Mail featured an article "Companies struggle with shortage of sales talent" which I believe was suppose to feature a new program at Wilfrid Laurier University. This new program has been created to teach sales training, something not traditionally taught by universities. Unfortunately, the article got derailed and took on a focus of the shortage of sales talent in Canada with Vidyard being displayed as the poster child for the problem. Given the nasty comments the article garnered, I suspect CEO Michael Litt probably wishes he had passed on giving that interview.

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Do Job Titles Matter?

August 1, 2016

After 37 years in the tech industry, I have become cynical of job titles and companies who have an abundance of lofty job titles and minimal revenue. I often meet early stage software companies with a few dozen employees, yet their executive ranks are filled with a CEO, COO, EVP of Sales, CMO and CTO. My first question to them is what are they going to do when they reach a few hundred employees and the requirements of these “C” level positions have outstripped the experience and capacity of the current employees who hold these titles.

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