Trying to motivate a member of your sales team to break out of a sales slump? No matter their skill level, ambition, and work ethic, even the best...

Want to boost your sales team's morale? I don't blame you. Let's face it, the top sales teams have no shortage of morale on their side.

Get disciplined with your thinking! By doing this, you gain a sense of poise: one that gives you the emotional space you need to cope with daily challenges...

How much attention are you paying to the way your sales team is engaging with their buyers?

December is a great time to be meeting with customers, showcasing your value, finishing last minute projects, and planning for the next year.

Here’s an idea for all of you planning your sales kickoffs or big sales meetings with all of your team present.

If you start thinking about selling as managing a change management process, it really helps you to speed up sales and set yourself apart from the competition.

Over-communicating with a customer helps the customer feel like you're working on their behalf. When you under-communicate or don't say anything at all, the customer assumes you are not doing anything.

When you accomplish this, you increase the likelihood of closing the sale.

I find that those salespeople who use CRM completely and effectively do outsell those that don't. Even if they have help with their CRM, they outsell those who don't. Why?

Far too many sales teams underperform because they have underperforming sales reps in the team. These sales reps need to be replaced.

Customers make decisions that affect us all the time—decisions that we have no control off. However, that doesn't mean your sales have to be down.

Sales managers that consistently practice coaching and leading perform at a much higher level than sales managers who don't.

How would you fill your pipeline if you had to do it on your own?

The reason why so many companies end up pushing and having a fire sale at the end of the quarter is because they did not have enough leads at the very beginning of the quarter to hit their targets easily.

In all the cases where my clients are utilizing these calculators, their closing ratios are anywhere between 10% and 35% higher than their competition.

I often get asked: what is considered a normal close rate and how do we improve it?

How you can improve the metric of sales cycle length: how many days it takes to close a piece of business. If you can move that, for example, from 90 days to 80 days or 120 days to 90 days, you can dramatically improve your sales velocity.

Sales velocity is incredibly important because it is the measure of revenue that you bring in per person each day. It's a great indication of the future success or the gap you are creating base on a variety of key measures.

It's important to remember that we create the gatekeepers—they're all in our own mind. If we create them, we can get rid of them.