For the past 25 years, we’ve been studying what I (and most sellers) believe is the most difficult aspect of selling: prospecting or “cold calling” as some may remember. Whether you’re an account manager or biz development rep, hunter or farmer, your income and value are based on the revenue you create. Whether hunting for…

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Truth.  A powerful word, but a destination seldom attained when talking to people we seek to influence. Uncovering it has more to do with our success in sales (including inside and virtual) than any other skill. Influence begins with knowing what the other person wants, really wants. Or, maybe even harder to attain, what the…

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What do you really want? It’s a good question. Some of us have an easy answer, while others struggle to describe what they really desire. Either way, the answer to that question is usually the prevailing theme of our day, whether you’re at work, dinner, or even on vacation. If you’re like me, you constantly…

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The times they are a-changin’ in the world of sales. Your reps may be struggling to connect with their customers virtually and may be feeling disheartened. The pressure is on you to keep coaching your reps and supporting them, while ensuring that you’re being efficient with your time and energy.  With all of that in…

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I have spent the last 25 years singularly focused on answering one question: How do you improve a sales rep’s performance?  I know there may be higher callings in life, but this is the path I’ve chosen… and this path has led me to the realization of what is the most important ingredient to not…

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This may sound familiar… You’re attempting to vet a few training providers, and as you navigate the process, you realize that choosing the right firm is far from easy.    Way too often, learning leaders fail to get what they want because there are a lot of intangibles. And honestly, the training providers are better…

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There is a lot of buzz right now in the industry about redefining a sales person’s role. Candidly, I agree with where the current research is heading. For far too long, sales has been too simply defined by activity, pipeline, and quotas. While those are all extremely important, I think we need better clarity on…

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