Author Archive for: BrianSommer

About Brian Sommer

A ZDNet contributor and renowned accounting software expert, Brian has sold, designed and implemented massive financial and HR solutions around the world and has been active on the industry speaking circuit on most every continent. Brian has written extensively on business value and ROI for prestigious publications like Optimize and the Wall Street Journal Europe.

Brian has advised over 100 of the Fortune 500 on financial software selections and continues to advise a wide array of high technology firms globally. In addition, he is a frequent guest lecturer at major university MBA programs including Harvard Graduate School, Wharton School of Business and Arizona State University.

Entries by Brian Sommer

Rediscovering Selling in Today’s Post-Recession World

April 3, 2014 /1 Comment/in Increasing Sales, Sales /by Brian Sommer

I spoke recently with Brian Sommer, President of Vital Analysis, a technology resource firm. He had some insights about what’s happened to sales since the recession. Almost all of it applies to Trust Matters readers, so I asked him to write it up as a guest post. So, here’s Brian. ——— The recession of 2008/2009 […]

Recent Blog Posts

The Truth about Sales Rejection: It’s Not about YouNovember 20, 2024 - 1:35 pm
According to a recent Braintrust study on B2B selling, only 33% of sales reps consistently hit their targets. Whether that data point reflects inaccurate goalsetting or a need for upskilling, that’s a lot of rejection. Losing a sale is a challenge that sits squarely at the intersection of business revenue and personal psychology. While it […]
Establishing Trust by Mastering the Art of ListeningAugust 27, 2024 - 9:00 am
We often think of establishing trust in business relationships in sales-related roles. For instance, if I have a product or service, I will tell you how my industry knowledge and credentials will make it clear I am the person you should buy from. In short, you can trust me. I know everything there is to […]

Author Archive for: BrianSommer

About Brian Sommer

Entries by Brian Sommer

Recent Blog Posts

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