Over the years I've done a LOT of hiring and interviewing for Box. Fun fact: My boss, Jim Priestley, calls me the "VP of Interviews". So, recently I went back and tallied up just how much. I was astonished at the volume! For each of the the past 4 years I have interviewed around 100 people per year.... Continue Reading →

Pardon the headline but its often so true. We often catch ourselves sounding like everyone else and using the same jargon over and over again. I was chatting with one of my team members last week about "sales-isms" like sharpen your pencil, cats and dogs, buyers are liars and ABC as referenced in this famous... Continue Reading →

Here's a story that you just might be able to relate too!  One of my favorite things about sales is how the experiences in my job are applicable to my personal life as a husband, father, sibling, son, and friend. The same can be said the other direction: The experiences I have as a husband, sibling, son, father,... Continue Reading →

I'm not a VP of Sales today. I will be a VP of Sales within the next 12 months. Bold statement? I believe in writing your goals down and having conviction in what you set out to do. I don't always attain my goals but I believe writing them down statistically improves the likelihood that I will. My good... Continue Reading →

Last week I covered ideas on holdouts for reps here: http://wp.me/p5JlPD-1e Now we talk about how to handle it for the managers! In my opinion the logic behind the holdout concept is pretty much: Holdouts on some number of open opportunities will be allowed in order to ease trick/touchy account ownership transitions (more reps, new segments etc) and... Continue Reading →