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Sales is a team sport. You succeed for and with a team, and bringing that team together early and often improves your odds of winning your dream client opportunity. Read More

But the final measurement isn’t taken until the end of the game. Why then so much focus on the scoreboard? Instead, you should be focused on playing the game well. Read More

When it is all said and done, the only thing that really matters are the people in your life, your relationships. It’s the “who” that matters most. Read More

Outcomes are governed by natural laws, and no matter how much sales leaders wish it to be otherwise, the investment in sales comes first, the results come second. Read More

If your competitor is worth paying more for and making money that makes you insanely jealous, figure out what you need to do to be worth paying more to obtain. Read More

Order-taker is a derogatory term used to describe a person who has a sales title and job description but does no actual selling. Here are five telltale signs. Read More

Who cares if the salesperson is an order-taker or a hunter? Isn’t the objective to bring in orders? The answer and more on the danger of dead elephants. Read More

When given the choice, trade an unreturned phone message (or a rejection of your request for an appointment) for your reputation and your professionalism. Read More

It isn’t the prospecting method that no longer works. The game has changed, but it doesn't have anything to do with the prospecting method. Read More

Putting together a model sales week requires that you know your priorities, you get them in the right order, and block the time to achieve the outcomes you need. Read More