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.

Develop a healthy sense of paranoia. That's right, paranoia. 

The biggest reason salespeople don't get the sale is because they never ask for it.

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.

Take the time to analyze how you respond to things, both online and offline. 

How can you ensure that you’re hiring the right people to join your sales team?

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.

Micromanaging often gets a bad wrap in the professional world. But, could it actually be a good thing?

Although face to face or in-person meetings—where you shake hands, make eye contact, and develop a tangible relationship—are effective and timeless strategies to create engagement, videos are another effective and modern avenue to create engagement.

A good sales organization centres around a good sales coach. In fact, coaching is what drives top performance in sales teams.

We’re approaching the halfway mark of the year (already!), will you hit your goals?

Your mindset is typically one of two things. It can either be one of your greatest tools or one of your worst obstacles. The good news is you get to choose which side of the spectrum your mindset sits.

If the leads and opportunities you are working on have not yet made a decision—perhaps they forgot or have gone silent—your follow-up plan needs to be professional, albeit assertive.

Last month, I had the pleasure of keynoting in Washington, D.C. at Alan Weiss's Million Dollar Consulting® Convention.

My recommended social media strategy for you is called "The Power of 3."

I will highlight what I've discovered about making training work—making it work in a way that you get and a way that will yield the highest ROI from your sales training dollar.

A surprisingly easy way to get referrals.

Ultimately, your clients are looking for solutions to their obstacles or problems. The perfect solution presentation follows a series of steps to help facilitate this.

There's the competition you're thinking of, and there's the competition that might be flying under your radar.