Michael A. Rosenberg

I see 2 different places that sales is headed:Do more with less. Brute force (hiring more) used to be the answer to growing sales. Now the strategy is to load up the top ...

My favorite to ask always starts with, "Tell me a story about..." The ending can be anything from professional to personal.Tell me a story about your proudest customer wi...

In the end, the lagging indicators are what will justify a raise. They used to call it "earning your seat," referring to the physical seat you sit in. Within sales, you a...

I wish I could say there was a typical path but it is not often the case.If you were stay within the same company, and want to go the individual contributor (IC) track, y...

I avoid burnout in 3 ways:Make your job easier by always having pipeline ready to go. Burnout is most common when a rep feels they need to start over, and then think that...

Strategy. That's the major difference between a Manager and Director. If you can operationalize strategy, that makes you a great manager. But if you can identify why thin...

Success of the product in the market, including renewal ratesIs it product led growth or sales led? PLG is usually preferredHow much turnover has there been?What were and...