Most sales teams don't have a sales skill issue. They're very good at what they do (they hit targets at least 60% of the time). Here's the real issue they face.

"I want to think it over." What do you do when the prospect says that? Here's the best way to handle this (it involves three simple steps).

Dread that first call? Many sellers struggle with what to say when calling a prospect for the first time. Here's what I know works!

Are you in a slump and not selling effectively? Here are important tips that will help you reverse that and start succeeding again.

Referrals are the best way to generate leads. However, most sellers ask for them in a terrible way that produces no results.

We all deal with the dreaded price objection at least once in our sales career. Here's a way I've found works very well to help diffuse that objection.

It’s time to make all intangible value tangible. How do you achieve that? Ask yourself this simple question: Why do they care about that?

If you want to differentiate your value and successfully sell in a chaotic market, you have to create an apples-to-oranges comparison.

Simply put, when things are chaotic and your customers are in crisis, you need to show up with force. Here’s what that entails.

Most salespeople don’t listen. They simply stay quiet and wait their turn to talk or pitch. That’s not in the best interest of the customer. Here are two...

HOW you do something is just as important as WHAT you do. Here’s what I mean and why it’s crucial in this chaotic marketplace.

If you’re struggling in a market you’ve traditionally sold into, look for adjacent markets, ask for referrals to a different side of the business, and...

Stop worrying about quiet quitting in sales. Focus on performance and on continually attracting and retaining top sellers. When you measure what matters, you...

Most sellers give up way too soon! Make another call, send another email, or send another text. It can make all the difference!

Stop commoditizing yourself. This is the biggest reason why you’re losing sales and new opportunities to the competition.

In order to be successful in sales, you have to understand sales math. What is sales math? It is about understanding your conversion ratios in two areas.

I’m sick of businesses using staffing shortages as an excuse for poor performance. Sales teams are no exception, and here’s what they have to change.

“Your price is too high!” In this blog, I share my favourite approach to this common objection (it involves asking a simple and powerful question).

Losing customers is an age-old problem in sales. But in today’s marketplace—at a time when prices are climbing and supply chains are tight—this issue has...

There’s no such thing as an ideal buyer anymore! In fact, thinking that you have an ideal buyer will cause your sales to plummet. Here’s what you should be...