Let's face it, your competition inevitably comes up every so often while you speak with prospects and clients. You need to know how to talk about the competition.

Financial compensation doesn't have to be the only approach to commission.

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

There is absolutely a difference between how top sellers interact with people, compared to how mediocre or poor sellers interact with people. 

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

I have a challenge for you, ditch your powerpoint.

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.

Especially in 2020, you need to diversify your prospecting to ensure long-lasting success.

There are three truths about human behavior that every seller needs to understand…

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

This time of year has a certain appeal to it. I think all of us, to varying degrees, recognize the power of a fresh start at the beginning of each January.

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...

Buyers used to be unaware of who sellers were until we called them. Today the opposite is true…

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.