Prospecting during these uncertain times has been a popular topic. This is because prospecting in person—whether at a networking event, an association...

Although it's crucial to be technically competent with video calls during these uncertain times, it’s also imperative that you don’t neglect the...

I have spent the last few months participating in a large number of video conferences. Sometimes, as many as six or seven video conferences...

How do you sell in a hybrid selling environment? Many of you are in sales teams and will have teammates that are either from your company, partner company, or supplier company.

Many of you are getting ready to go back to work or are already in the field making sales calls. However, some of you are facing an unexpected...

I have never seen a sale lost because one had too many contacts inside the account, but I have seen millions of business go away because one had too few.

In this week’s Sales Leader, I will examine the importance of being aware and prepared for sales calls.

I want to share with you a real-life success story from one of my clients in the oil and gas industry. He started to embrace non-traditional...

An objection comes after a substantive discussion. It's a legitimate question you have to answer. This objection may arise midway through the sales process...

Last year, I finished a project with a client who generated a whopping 1600% return on investment. How? As you are going to find out, sharing wins...

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...

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?

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.

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.

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

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.