Stakeholders, buyers, influencers. You've mapped them all, and you're still missing the one person who actually moves the deal.

Are you clear on your prospecting?

I want you to pay attention to this often misunderstood or missed pipeline metric. People don't pay attention to it very often.

It’s a friction point that holds you back from achieving sales success: buyer objections.

As a seller or a sales leader, are you using the wrong approach to a sales presentation?

There’s a disconnect between the future of sales and the current popularity of two-tiered sales structures that include sales development reps (SDRs)...

Is your sales team forgetting about the basics?

An objection comes after a substantive discussion. It's a legitimate question you have to answer. This objection may arise midway through the sales process...

With everything going on the world with coronavirus, remember that it's not time to stop selling!

It's not the end of the world if you're behind. What is the end of the world is when you do nothing about it or just cross your fingers, wishing you'll...

Be honest, is your sales team, or are you lacking consistency?

I want you to pay attention to persistence because far too many salespeople give up too early.

Next time you are integrating any kind of sales training program in the organization, ask yourself these questions:

Let’s talk about what happens next after you start working skillfully with the numbers that rule your sales pipeline…

You can be great at working with people, but unless you match that ability with being able to work skillfully with your numbers, you will not succeed in sales…

No matter how persuasive, compelling or brilliant you may be, it's difficult to build a relationship with a prospect if you can't get them to call you back…