I often ask senior executives what they think the biggest weakness is within their sales team. A common answer is that their salespeople need to get better at closing. But here is the thing I’ve learned from three decades in the trenches… The perceived problem is rarely the real problem – inability to close is ... Read Post

Nobody wakes up one morning and automatically gets placed in a leadership role. Why? Because being a leader takes dedication, time and hard work. As a leader, the success of those around you depends on you. So what qualities should you look for in a good sales leader? Is it someone that is consistently able ... Read Post

While many things have changed about Sales over the years one thing has not and that is the almost perpetual motion associated with being a salesperson. What salesperson doesn’t have stories about doing calls in the most bizarre places and circumstances? But at least now we have the technology not only to keep pace with ... Read Post

In this series on building sales character, we have been following a proverb that I believe comes from ancient Jewish tradition (Mishnah): Watch your thoughts, for they become words. Watch your words, for they become actions. Watch your actions, for they become habits. Watch your habits, for they become your character. Watch your character, for ... Read Post

Negotiation is a skill that is vital for salespeople to know how to use, and know how to use well. If a salesperson cannot negotiate, or doesn’t know when to negotiate, success is likely not in their future. Understand negotiation better with these actionable tips. The Art of Negotiation: Negotiation is a skill. It’s a ... Read Post

Millennials are a hot topic right now. They’re a complex generation that has been shaped by the rise of the internet and an increasingly globalized world. Read Post

There’s nothing like sitting down and having a sip of your favorite beer. With the popularity and a huge number of IPA’s out there now, it’s harder and harder to order the specific beer you might prefer. That could be good for some, but I’ll show you how dangerous following a marketing model like that ... Read Post

We are now going through the biggest communications revolution in human history. Nearly every single person on the planet has a smartphone in their pocket and your potential customers are instantly engaged 24/7 to the companies they want to do business with. The problem is that sales VPs and sales managers typically learned how to ... Read Post