When was the last time you met a thriving salesperson who was uncomfortable or easily intimidated by negotiations?

Are you truly catering to your customers?

I've noticed a real difference between how top performers and poor performers treat their buyers. I discuss the distinction between the two in this week's video sales tip!

Your prospects have to know, like and trust you to buy...right?For years, this was indeed the case. However, times have changed.

When you see a sales rep struggling month after month, and missing target after target, it's enough to make any sales leader uneasy.

Are your "standard procedures" disconnecting and disengaging your customers?

It was a pleasure to again talk to and gain Alan Weiss's valuable insights. Million Dollar Maverick is out now, and Alan is talking all about being a Maverick in the speaking industry.

Bravo to the GTAA and their partners for making an improvement to the passenger experience that is worth coming back for

In an endless ocean of sellers that are often selling similar products and services, making your business or organization stand out is of the utmost importance.

According to a study conducted by our friends at InsideSales.com, an incredible 30% of leads are never followed up on by the sales team

The sales rep fell into the "oversell trap" and lost a potential client as a result.

I'm speaking at The Sales Innovation Expo on Wednesday. The theme of my talk will be my latest work on Nonstop Sales Boom. Call it Sales Boom 2.0 if you will.

There are 3 keys that if you understand and apply, will increase your chances of creating better buyer relationships with your customer base.

They're hitting and exceeding their targets with no signs of slowing down. Should you even bother to coach your top sales performers?

As salespeople we can’t afford to waste time trying to fix the wrong problem.

We're now well into Q2. Are you ready to help your team accelerate their success?

Could it be time to introduce commissions that are more than just a financial incentive?

You cannot grow your business with a particular client if you're relying on a singular point of information.