Janice Mars advises you to better engage with your customers by seeing things through their lens and putting yourself in their shoes. Read Post

In life there are few things people want as much as security. This is especially true of a salesperson, who is already taking a great deal more risk than the average employee. Read Post

We already invested time talking about how smarter sales content analytics impact and improve your business in our article “Sales Enablement in the Digital Age.” While we certainly see how analytics play a huge role in driving businesses forward, the digital age of sales management allows us to do much more. It’s true that evolving ... Read Post

There are many things that impact a sales cycle. Of these, indecision can be one of the most negative. Why? Read Post

Individuality is a key trait of today's salesperson and a critical component of their mindset. Read Post

Last week I had a speaking engagement four hours from home. Rather than take public transportation and then rent a car to get to my destination, I decided to drive. I hadn’t driven this long a trip by myself since I was in college. A “boomer,” that was a while ago and I must admit ... Read Post

Align content and technology with organizational initiatives Today’s digital world has dramatically and forever changed the selling environment. Business buyers now have answers, opinions, and research at their fingertips, thanks to advances in online and mobile technologies. As a result, salespeople are invited late to the sales opportunity, after major decisions have been made. Within ... Read Post

What's the first component of a salesperson's mindset--of social intelligence--without which none of the others will fall into place? That would be self-responsibility. Read Post