I have a question for you. Do you really know where your revenue comes from?

December is truly a great time to stop and think about ourselves and our businesses from a marketing perspective as a salesperson, which we often don’t do.

Stop hanging on to poor sales performers!

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.

As we inch closer to the new year, I wanted to discuss the best way to end the year.

When all signs are pointing to your market slowing down, it's important that you don't give in to a “slow down” mindset!

Sometimes, you just can’t coach a salesperson and elevate their performance. They are either unwilling or unable to do the work.

You can't afford to enter the new year without doing this.

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.

Yes, it is possible to do less and achieve more.

Regardless of the type of referrals you are asking for, you have to be specific. You cannot merely ask these sources for who they know or who they can...

What your salespeople don’t want is for you to be in a coaching session or sales meeting and give them general instructions—that is telling them what to do.

I want to highlight a sales strategy I’ve noticed perform incredibly well as of late. We started calling this the “land and expand” strategy.

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

There’s one thing I’ve noticed with organizations and people who are really good at bringing new business: they are good at operationalizing value.

There's a truth about gatekeepers that you need to be thinking about.

Top performers trust other people in the organization to help them manage and sell to customers.

The shorter you can make this time period, the less likely you are to lose the sale.

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