We know how important it is for sellers to be coachable. Coachability, after all, is one of the keys to identifying top performing sales professionals ..read more

The worst thing one can do in business is take anything for granted and get too comfortable. At the same time, I must admit that I was one of those caught a bit off-guard hearing about new AI tools, use cases, and potential within the future of work, and in our case, revenue generation.   ..read more

I am fortunate to know best-selling author and “Father of Contact Marketing” Stu Heinecke. I met him when he was writing his first book, “How to Get a Meeting with Anyone” as I was asked to and was able to share one of my own strategies for getting my foot in a prospect’s door ..read more

The full title for this post should be, "You Gotta Knock them Off Their Homeostasis"  This was a tip I learned from my favorite manager of my 21 sales managers over my selling career - a former IBM top sales rep and leader who would say this so ..read more

In the B2B sales world, we’re in, I hear a lot about how things have changed ..read more

In a recent post, I shared the calling strategy from Ryan Reisert that proves how your math of sales has been lying to you. If you are a sales leader that says more calls equal more meetings, that is not true. Ryan proves that time and time again ..read more

That’s right – you are probably going about phone prospecting wrong, and blaming your low success on an “ancient” and “out of date” prospecting strategy of cold calling. You may have just written it off – “no more cold calling” OR you may just accept that your reps are not productive during this block of occasional time but you ask them to do it anyway ..read more

The words you choose as a seller have power - don't miss any apportunity gain a competitive edge. Choosing what you say or write can help close a deal, or lose one ..read more

During times when business can be happening slower, in a slowed economy, finding any way to speed things up is important. What if there was some science around helping your buyers buy in a better way, or an easier manner? One of the reasons I did some heavy research seven years ago was that as a sales trainer and consultant, I could not show enough ROI for the time and money clients were investing in our work. Why ..read more

When a great new sales leadership book emerges, I want to be one of the first ones to share it. When a fantastic book about emotional intelligence comes out – I want to shout it from the mountain tops. When a book with BOTH comes out – sales leadership AND emotional intelligence, I’m doing a happy dance ..read more