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

I got a request the other day from sales reps who were looking to better themselves. Specifically, they asked me what they should be reading as sales reps. 

I often get bombarded with questions from overwhelmed salespeople and sales managers on how to manage their time effectively given everything they have...

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

Silence is one of the simplest things a seller can learn to do, but it is the most difficult for them to execute in the sales process effectively.

When it comes to hiring, the number one skill or behavior to look for is teachability/coachability.

Have you ever thought of debriefing your sales calls—the good, bad, or mediocre ones? It’s a great practice to get into.

You can’t retain or grow existing customers if you don’t build out multiple contacts inside each account. The first step is to identify the next in command.

What’s the central key to ensuring that you and your client have predictable results? Adherence to the process. 

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.

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...

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.

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.

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

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

Why your top salespeople will not make the best sales managers.