Are you converting intangible benefits into tangible ROI? Your ability to master this skill determines whether you’ll consistently be successful...

Having long studied the habits of top-ranked sellers, I’ve seen a steady shift in the power in buyer-seller relationships.

I want to highlight three important questions that buyers are asking themselves right now. Knowing how to deal with these three questions will help you...

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...

“Buyers have changed and loyalty’s dead now. Customers don’t care about the relationship anymore!” I’ve been hearing that whine a lot from sellers.

What does “reward” mean? Well, reward means that those buyers who are rewarding salespeople for this alignment are rewarding them with three things.

Don’t let someone else’s routine serve as a flimsy replacement for the work you must do in defining your needs as a sales performer.

I've been emphasizing to a number of clients the importance of creating an “early warning system.” It’s a system that helps you identify and prevent...

As the post-pandemic landscape continues to reveal itself in today’s marketplace, price increases are a defining characteristic…and a pain point for many of us.

Nothing causes you to lose a sale more than being out of sync with your buyer when it comes to your sales process. Thus, how do you prevent that?

Value-based selling—when done skillfully—has multiple inputs. Each input redefines how you and your customer see the worth of a product or service.

How do you prevent your business from being client-repellent? Here are three strategies.

There are four activity areas you must get serious about now as part of resetting your balance so you’re ready to tackle big changes in the marketplace.

We were taught at a very early age to never make assumptions. However, I still encounter salespeople who make assumptions all the time.

I estimate that the majority of times you lose the business is because you simply weren't clear at the end of the discussion that you actually wanted to do...

When you do this, you keep the momentum going. You get people used to implementing, reporting, and achieving success.

My very favorite question in all of selling is simply, "Why?" Why do I like it so much? There are a number of reasons. 

As we’re rounding out any month, quarter, or year—depending on how your fiscal year is created—I always like salespeople to think about accelerating...

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

I know this sounds simplistic, but it is amazing how many sellers don’t check and use these markers as the KPIs for the first few months of the customer.