Sales = Communication + Empathy

I just listed to the latest Stone Talk podcast interview, and I learned a new perspective about sales that really rings true for me. Sales isn’t about being aggressive or obnoxious, or any of the other stereotypes about salespeople. It’s really just 2 things. Empathy...

StoneTalk Episode 1 – Aaron Crowley

StoneTalk Episode 1 – Aaron Crowley Our first episode features an interview with Aaron Crowley, founder of Crowley’s Granite Concepts in Oregon and Fabricator’s Friend, and the author of Less Chaos, More Cash. Listen to this episode to learn: How adopting a...

Please, please, PLEASE stop running Windows XP

“I just want it to work.” That’s what most people say about their computers, often followed by “If it ain’t broke, don’t fix it.” Personally, I think this a great approach for most things in life – but there are limits. Today, I’m going to tell you why you MUST stop...

The Moraware sales process

I’m giving a short talk at a software conference in a next month, and the topic is “sales”. As I’ve been putting together a set of slides, it’s given me time to think about how we do sales and what we’re trying to accomplish. Most...