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?

As we get past the immediate challenge of doing what's necessary and wise to stay well and safe, the next big question is...

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.

Not all sellers who are behind on their sales targets should be terminated. But, any seller who is behind and uncoachable should be terminated immediately.

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

There's a right way and a wrong way to handle objections.

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...

Be honest, is your sales team, or are you lacking consistency?

Quarterly business reviews are essential for understanding potential growth with existing customers, retention issues and future opportunities.

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

I get called in a lot when organizations are struggling to hit their sales targets. Generally, the first thing I'll do is look at their pipeline.

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.

Salespeople often have a healthy ego, but this can go too far when a particular seller feels like they "know it all."

It used to be that in-person meetings in sales were the default, and video conferencing was the exception. Now, it’s the other way around.