Have you noticed that the crisis has brought to light the two different types of sellers?

Strategic pivots can help you during these times.

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...

Sometimes, it's OK for your business and sales not to grow. You read that right.

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...

There are four activity areas you must get serious about now as part of resetting your balance so you’re ready to tackle big changes in the marketplace.

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.

It’s not a coincidence that consistent top-performers in this profession also happen to be the most flexible, the most creative and the most likely to...

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.