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Prospecting is vital in sales. It's often undervalued but shouldn't be. To improve efficiency and success, sales reps mu...

Today’s buyers don’t like to be “sold” or pitched. They would rather feel like they are in control of their purchase pro...

When sales teams don't meet their sales targets, managers usually look at the sales outcomes to figure out what went wro...

Sales managers frequently find themselves immersed in the immediate, short-term results, making it quite a challenge to ...

One frequently discussed issue by negotiation experts is when you should make the first offer in a negotiation. Conventi...

Capturing the attention and trust of your potential customers is a crucial aspect of successful sales. When you establis...

Think of the last time you won a close, competitive sales opportunity. What tipped the scales in your favor? In sales si...

As a salesperson, you'll often encounter objections from buyers regarding the price. Though these objections can be frus...

The current phenomenon of “quiet quitting” has been gaining attention recently. It refers to the growing trend of employ...

In just a matter of a few months, ChatGPT has created a global frenzy. Its amazing capabilities show how Artificial Inte...

Being a sales manager is tough. They face unique challenges like hitting revenue targets, managing a diverse team, navig...

Last weekend, a strange man knocked at my front door. He introduced himself as a painter named Steve with a unique speci...

With each passing day, it seems as if there is a new advancement in Artificial Intelligence (AI). Last week I saw the fu...

The “sell me this pen” test is a classic go-to question for sales managers interviewing sales candidates, and it’s easy ...

Hiring sales stars is an important yet challenging task for every sales manager. One challenge is whether to hire based ...

The success of any sales organization depends on having the right mindset, culture, and strategy. As two of the most suc...

Accurate sales forecasting is essential for business success. But it can be difficult to get it right due to certain mis...

Can a company succeed without managers? Mark Zuckerberg, CEO of Meta, thinks so. He's proposed a cost-cutting measure to...

Congratulations! You have just been promoted from salesperson to sales manager, now what? For many sales organizations, ...

During challenging economic times, it’s only natural for sales leaders to look for ways to do more with less. While your...

In today’s uncertain economic times, there’s a new business mantra: “Do more with less.” For sales teams that means achi...

According to LinkedIn research, the turnover rate for salespeople increased up to 25% compared to the 2019 pre-COVID rat...

Providing regular, constructive feedback to sales representatives on their performance is an important part of their dev...

What’s the economic outlook for next year? Rising interest rates? Inflation? Recession? Answer: No one knows for sure. H...

I recently spoke with a sales leader who saw a dramatic increase in his team’s close rate, increasing from 34% to 54% ov...

For a sales manager going on a call with a sales rep, nothing is more painful than watching the rep crash and burn. The ...

Sales training is proven to help your team close more business deals, stay competitive, avoid discounting, win bigger de...

“Fall in love with the problem, not the solution.” That’s how Uri Levine, the co-founder of Waze, the world’s leading na...

One of the driving forces of sales leadership is influence – the ability to affect the motivations, actions, and behavio...

In prospecting, the only thing worse than not setting a prospecting appointment is setting an appointment with the wrong...

During the pandemic, stuck at home with few restaurant options, I taught myself how to cook. As I became more obsessed w...

Can a new mattress change your life? Maybe—more on that later. But my recent experience shopping for a mattress highligh...

Asking great questions is foundational to consultative selling, but for many sales reps, this is easier said than done. ...

Managing a high-performance sales team can be challenging. One of the main challenges is that the job requires multiple ...

It may seem like a lifetime ago, but early in the pandemic people thought “Work from Home” was just a temporary disrupti...

It's been quite a year for sales leaders across the country. Before we gaze ahead to 2022, we want to take a quick look ...

Previously, we discussed why “linearity” doesn’t work when managing enterprise sales opportunities. Selling to the enter...

Many senior sales leaders are enamored with “linearity”- the concept that the sales process can be broken into monthly, ...

If you sell technology solutions, you know that meeting with Technology Officers early in the sales process can dramatic...

When navigating a large, complex sales opportunity, one of the most important relationships a sales rep can cultivate is...

“Do you mind if I ask you a few questions to understand your needs better?” This is the go-to line most salespeople use ...

Inevitably at some point during a sales call, the customer will ask, “Who else have you done this for?” What they’re rea...

In previous blogs, we discussed how to prepare for a meeting with a key executive (see here and here). But the 800-pound...

How do you prepare for a meeting with a CXO or other important executive? A friend of mine who is a senior investment ba...

Here’s a post one of my colleagues recently made on LinkedIn after a long day of prospecting: “Today, I made 114 calls. ...

One of the biggest challenges for a sales organization is moving upmarket. For example, if you target the small- and med...

Last week, I surveyed 53 sales managers, asking them, among other things, what essential skills their top-performing sal...

Early in the sales process, typically during discovery, it’s critical to learn as much about your customer’s issues, con...

Stop me if this sounds familiar: Your salesperson tells you that the first meeting with the major account was a success....

While COVID-19 has forced sales organizations to make a dramatic shift towards selling virtually, it hasn’t changed huma...