Jack Dean
As co-founder of FASTpartners LLC, Jack brings extensive technology buying experience as a Fortune500 Chief Financial Officer to the B2B technology sales training industry.He has facilitated client-sponsored business acumen training for 15,000 B2B technology sellers representing 150 global technology companies.Participants in Jack’s business acumen training have produced directly-attributed revenue of over $1 billion (in the 3 months after training) and training engagement ROIs averaging 500%.
I have been a buy-side executive most of my professional career. I never counted but a rough estimate is I’ve experienced 2,000 face-to-face...
Traditional B2B sales processes/funnels are designed to launch, albeit with latency often measured in months, during what I call the Standard Operating Buying (SOB)...
I am a big fan of Brian Greene, an American theoretical physicist, because he opens my mind and challenges me to think differently about...
I consider myself a BUY-side CXO “clinician”. What exactly is a “clinician” you ask? In the healthcare industry a “clinician” is generally...
President Abraham Lincoln was a masterful communicator. What was his secret? It was his ability to prepare what he was going to...
Like it or not, you are being profiled by your customers. Every interaction refines your seller profile, thereby improving its value to your customers. ...
Larry Ellison, CEO of Oracle, says, “The only way to get ahead is to find errors in conventional wisdom”. If you are a B2B...
As a former “buy side” C-level executive, I believe one of the primary goals of the discovery phase of a sales process should be...
Except for young children and occasionally teenagers, nothing keeps the CEO of a B2B company awake at night more than worrying about customers and...
President Abraham Lincoln was a masterful sales person. What was his secret? It was his ability to plan what he was going...
You want to become a Challenger Rep®, but your company's marketing organization is not supporting your personal aspiration. Houston, we have a problem. Reading...
Recently a technology sales manager posted a series of interesting questions on 'Selling to Executives', a LinkedIn discussion group I moderate. His company...
Today, the new sales reality is that the buying process is more convoluted and confusing than it has been in the past. This "buy-side"...
During my career as a buy-side executive, B2B sales professionals rarely expressed interest in my company's strategic planning process. That surprised me. ...
In his book The Speed of Trust, Stephen Covey says trust is not built solely on integrity, but on competence as well. For sales...
Customer testimonials are a widely used prospecting tool by most of you who sell technology solutions. I'll let you in on a...
If you are a B2B sales professional who aspires to achieve trusted advisor status with your customer, gaining industry insight is a critical success...
During my career as a buy-side executive, B2B sales professionals rarely expressed interest in my company's strategic planning process. That surprised me. ...
We've come a long way back from the depths of the global financial crisis. There have been many lessons learned on both sides...
An Executive Encounter Sales Professional (SP): Thanks for agreeing to meet with me. I understand you spoke to Robert, a mutual friend. Executive (Exec):...