It’s my observation that sales is a career that offers excellent opportunities for women and is primarily egalitarian.  I say it’s almost egalitarian mainly because the company must hire a woman before she can take advantage of her sales career, and that may still be challenging, especially for women just starting out in her career or for those women who took time off to raise a family and have returned to the workforce. Prejudices still exist that may result in ill-informed managers not hiring some very capable women in sales.  Those existing prejudice challenges still prevent some women from being hired...

Early in my sales career, I called on a very large well-known furniture manufacturer that was headquartered in Western Michigan. They were looking for solutions to automate their in-house built general ledger accounting functions. After several telephone conversations with both accounting and information technology (IT) people, they invited me to present our solution. They also invited our major competitor as well. There were about fifteen people in the room who were very engaged and had a lot of questions, especially from the IT people, when I presented. I felt that the sales presentation went reasonably well. The Manager of Accounting...

I have been in enterprise sales for many years. I also have been golfing for just as long. Unfortunately, my sales skills have exceeded my golfing skills.  But as I wailed away in a sand trap earlier this week, I realized there are some similarities between the enterprise sales cycle and a round of golf.  Each has finite beginning and ending points and many changes in strategies and tactics along the way.  Let’s explore that: First, enterprise sales and the golf game have a significant beginning point.  In sales, it is when you have qualified the opportunity, and the prospect has agreed to...