Thinking like your competitor will help you figure out where you're weak and strong in the accounts you’re managing, which can lead to retention and...

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

In today's selling environment, we're using video more than ever before. And in some markets, video is the only way we can engage in a face-to-face...

Yes, sometimes, it's OK not to grow.

I know these are challenging times for all of us individually and for our businesses. And now, in particular, is the time to absolutely micromanage your...

What are the strategies you, as a seller or sales leader, can implement to retain your position in the company?

What are you doing to prepare for reopenings?

It's absolutely critical that you continue to make sales calls. You just need to reorient your messaging in a way that leads with empathy.

During these times, what are you doing to stay visible?

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...

A client once reported to me that the work we did with them last year is creating 35% more revenue to the company than it did in previous years.

As you almost certainly, in some format, have adjusted your day-to-day schedules and routines, be sure to keep track of what's working.

I’ve found sellers consistently make one mistake: they jump too quickly to lower their price even if they're getting something in return.

Despite everything going on right now with COVID-19, it is possible to find the good in today's climate.

Are you setting your sales managers up to fail?

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...

There are simply "bad apples" out there, and they don't have to be unethical or criminal to create havoc in your sales team.

Use territory planning to help you plan for success. When you do, you will have one of your best years yet.

I want you to throw out the concept of an ideal buyer. They just don't exist anymore.