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Hunting for new prospects isn’t easy. When we find an opportunity, we have to make it count! Check out these 5 tips for mastering first time appointments... Read More

Do you want to use LinkedIn to generate more sales? I have a “guerilla sales” tip that I learned about a year ago. It has transformed my sales success! Read More

I recently landed on a blog post titled, “You Become Like the People You Hang Around.” At first glance your mind thinks, “Yeah, Yeah, I’ve heard it all before,” and that’s where the problem begins.

We have developed a mindset of, “That’s nothing new.” We turn away and act as if we’ve already got it all figured out, as though it doesn’t apply to us, as though we are immune to the laws of succ Read More

Business owners have a serious problem, sales management. When sales slip or stagnate, who is typically held responsible?

If you are trying to figure out how you can run your business and play sales manager... Read More

A few days ago a blog post from ZoomInfo hit my radar. It asks a simple question: Can Social Media Shorten the Sales Cycle?

Interesting question and my first reaction was, “sure.” However, this statistic got me thinking a little harder: “nearly 60% of b-to-b sales said that current sales cycles were longer than last year.”

How would I coach a B2B sales team that was faced with this trend in Read More

I was on the phone the other day with a guy who was trying to get me to buy a leads list. Hey “guy,” if you are reading this, don’t bother calling me again. I’m not going to buy from you. Let me tell you why… Then, I'll share some quick and easy tips to use on your next call to win the deal! Read More

Ever wonder what makes sales people great? There is a terrific book that I don’t think very many people know about. It’s called How to Hire & Develop Your Next Top Performer. Although I read it years ago, the ideas I’m sharing today have stuck with me throughout my sales career... Read More

What if I could teach you a Zen-like balance between sales productivity and social media opportunity? Let’s try... Read More

Call me a prude if you will, but I’ve had it with sellers who are totally clueless that they’re going too far, too fast in their initial meeting with me. The worst thing is, they have no idea how their actions are perceived.

Could you possibly be guilty of this promiscuous behavior? Read More

Why do sales people have such an intense desire to do things their own way?

Where do leaders draw the line? How do they distinguish between the times when they should give their people some space and when it’s time to reign them in? Read More