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The Five Must-Have Attributes to Win B2B C-Suite Level Sales

The Five Must-Have Attributes to Win B2B C-Suite Level Sales

To win C-suite–level sales, you need a set of attributes most salespeople lack. Without them, your chances of winning over C-level executives is a little less than winning the lottery. By working on five key attributes, you improve your ability to sit across the giant desk ...

How to Be a Better B2B Salesperson by Creating Greater Value

There are a lot of ideas about how to be a better B2B salesperson. For example, you could prospect more, something most ...

Ineffective B2B Sales Training and the Folly of BATNA Negotiation Strategy

I learned negotiation at Harvard Business School. A lot of the ideas in the class came from Getting to Yes, a book by Roger ...

How to Make a Cold Call Sales Pitch: 4 Steps to Success

If you’re not prepared, making a cold call can leave you feeling like a deer in headlights.

How to Conduct an Expert B2B Sales Performance Review That Gets Results

One element of sales performance management is conducting a sales performance review of each salesperson on your team. There ...
3 Big Shifts

How to Build Consensus In B2B Sales By Leading Your Prospect

One of the most difficult challenges in B2B sales is building consensus. When you accepted your job in B2B sales, the job ...

Uncovering 9 Closed Lost Reasons + Winning Sales Strategies

There is nothing worse than having to mark an opportunity record in your CRM as "closed lost." The second-worst prompt is ...

Blue Ocean vs. Red Ocean & the Impact on Your Ability to Win Deals

In sales, differentiation is critically important to success. One of the most popular business differentiation strategies is ...

Efficiency Vs. Effectiveness and the Continuing Battle in B2B Sales

There is a battle being fought in B2B sales, fueled by disagreement on how sales organizations should improve their results. ...
sales-hustler

The Best Outbound Calling Strategy in 2023 (with examples)

Nobody likes rejection. It’s one of the reasons why almost two-thirds of sales reps report that cold calling is their least ...

How to Build an Actionable Weekly B2B Sales Report

As a sales manager, you need to report on the success of your sales team, and a weekly B2B sales report allows you to share ...

The Impact of Transformational Leadership In Sales

There are different types of leadership styles, and sales in particular has a number of sales management styles. Effective ...

How to Improve Your Interpersonal Skills in Sales

Your success in sales requires you to engage with all types of people. Selling happens in conversations about change. ...
Sales Manager Challenge

Five Powerful Discovery Call Questions

The discovery phase of the sales process always proves to be critical. Most salespeople waste discovery by asking the client ...

The Two Dominant Sales Models

There are two dominant sales models being practiced by B2B sales organizations and sales professionals. The most prevalent ...

How to Nurture B2B Leads

The B2B leads that show up in your CRM courtesy of your B2B marketing function and their marketing strategy are not ready to ...

How to Become a Sales Hunter

There are all a lot of titles for sales professionals, including account executive, account manager, sales representative, ...
sales-accelerator-team

How to Bust Out of a Sales Slump

Occasionally, even successful salespeople find themselves in a sales slump, where their pipeline isn't working as well as it ...

Seven Goal Attaining Sales Training Techniques

Most of the time a sales organization’s success depends on its sales force having a high level of sales effectiveness. In ...

On Continuous Training

In any human endeavor you find mastery, you find organizations and individuals who place a high premium on continuous ...

How to Ask for Referrals in Sales

B2B sales reps spend a lot of their time creating new opportunities. Some are fortunate enough to have a steady stream of ...

Elements of Sales Territory Mapping

Territory mapping is an important component of sales performance management. The optimal sales territory mapping for your ...

How and Why to Use an Open-Ended Question

To achieve different outcomes inside the sales conversation, you need to ask different questions. Because it is helpful to ...

How to Measure Sales Manager Performance

Sales leaders and sales managers spend time looking at their sales team's performance. What they learn by managing ...

The 10 Sales Training Courses You Need Now

The first book I published was titled The Only Sales Guide You'll Ever Need. I wrote it because I recognized that B2B sales ...

How to Make Time for Sales Coaching

When asked about whether they provide sales coaching, sales managers will often explain they don't have the time to do so. ...

5 Advanced Sales Training Programs for Next-Level Sales Pros

44% of salespeople give up after one “no.”

15 Critical Sales Techniques You Must Master

The word technique means you have a way of doing something to produce an outcome. Because success is individual, it is ...

What Is a Good Customer Acquisition Cost?

The answer to the question “What is a good customer acquisition cost?” will be different across companies. One company's ...

How to Train Your Sales Team

B2B selling has never been easy, but in our current environment it is more challenging than ever. The contacts you sell to ...

How to Elicit Buyer Intent in the Sales Conversation

Some buyers make their intent known, sharing what they want and why. They are transparent about their intentions. Other ...

7 Critical Steps Your Sales Outreach Strategy Needs

More prospects, more sales. Right? Not always.

The Five Things You Need from Your Sales Champion

A first meeting is not automatically an opportunity. You need more evidence before you can consider a first meeting to offer ...

How to Build an Effective Sales Outreach Strategy

Success in sales requires an effective outreach strategy. The more effective your outreach, the greater the number of ...

The 7 Basic Elements of Sales Performance Management

Salespeople have a sales process that guides their approach to creating and winning deals. Sales managers have a cadence to ...

Selling and Complex Buying Behaviors

Selling used to be easier. As a salesperson, you might have called on a decision-maker once or twice. Often, you and your ...

7 Reasons You Need Net New Business

Every sales leader or sales manager is responsible for growing their company's revenue. To grow, you need net new business. ...

What is a Positioning Statement

In a time when there are too many sales organizations chasing too few prospective clients, differentiation is difficult. ...

5 KPIs for Sales that Measure Sales Effectiveness

You might have a huge dashboard spread across two or three screens. You might also have a cluster of gauges that measure ...

Top 5 Financial Advisor Sales Training Programs for 2023

As a financial advisor, your clients invest in you, not just your service.

The Sales Manager's Guide to Opportunity Management

To reach your goals as a sales manager, you need your team to hit their targets. Hitting those targets requires them to ...

How to Calculate Your Closing Ratio

On LinkedIn and other social media platforms, you will find advice like "Don't close deals, open relationships." This ...

3 Best Sales Objection Scripts for Building Consensus and Trust

When budget comes up as an objection in sales calls, seventy-nine percent of deals are lost. If you want to lower that ...

Cross Sell Vs. Upsell

There are differences between cross selling and upselling, and there are also similarities. Both strategies are a way to ...

How to Write a Basho Email

It is a rare occurrence that a decision-maker will open and read your email. If you are unknown, your odds are about the ...

Real Sales Engagement

Technology companies often hijack terms from other industries and use them to name their offerings. This can confuse people ...

14 Example SPIN Questions + Real World Scenarios To Use Them In

“If you can’t solve a problem for your customer, then there’s no basis for a sale. But if you uncover problems you can ...

How To Be a Good Sales Coach: 5 Proven Skills To Master

Sales managers are masters of wearing multiple hats. You’re a leader, a sales rep yourself, a recruiter… and a coach?

6 Proven Rapport Building Questions for Sales Professionals

Every interaction you have with a prospect moves them closer or further away from a sale. 

The Ultimate Guide to Sales Forecasting

Forecasting is one of the more difficult tasks for sales leaders and sales managers. In times of uncertainty or instability, ...

Resolve Client Concerns with BOFU Sales Collateral

One reason marketers and salespeople have trouble communicating is because we speak different languages. For example, we ...

6 Best Sales Development Programs [+ REVIEWS]

Sales is the heart of any successful organization. It's where the money comes from. 

11 Elements of a Successful Sales Culture

A successful sales culture provides a strategic advantage that is often underestimated. A successful sales culture produces ...

The Meaning of The Sales Experience

There are several truths about sales that we rarely acknowledge. The first is that, in sales, the competition isn't between ...

What Is a Drip Campaign?

For a long time, prospecting was limited to cold calling. Sales managers who couldn't help their team improve their sales ...

3 Top SaaS Sales Training Tips to Help You Find the Right Program

In the world of B2B sales, SaaS is one of the largest and fastest-growing industries. Globally, the market is expected to ...

Inbound vs. Outbound Sales

In the way of full disclosure, I started a conference called Outbound. It was a reaction to seeing ads for HubSpot's Inbound ...

How to Use Customer Pain Points in the Sales Conversation

One of the worst things you might ask your prospective client in a first meeting is "What is your problem?" or "What are ...

What Is Churn Rate?

In sales, the word churn means losing a client. Your churn rate is the percentage of revenue you lost due to clients leaving.

A Heretical View of Territory Management

There are several ways you might build and manage a territory as a sales manager or sales leader. You want to make certain ...

Time Management for Salespeople

There is research indicating that salespeople spend very little time actually selling. Various studies show that they spend ...

The Continuing Misalignment of Sales and Marketing Strategy

The legacy approach to sales and marketing strategy continues to harm sales organizations and salespeople. These sales and ...

Why You Should Stop Using the BANT Sales Method

If there were a popular qualifying strategy that would offend your prospective clients while also projecting that you and ...

Relationship Selling vs Consultative Selling: Which is Best and How To Start

Transaction selling, relationship selling, partnership selling, consultative selling… If you’re a sales manager, you’ve ...

How To Learn Sales

Selling isn't the easiest craft to learn. In B2B sales, selling is a series of complex, dynamic conversations about change ...

Five Powerful Sales Negotiation Tactics

There are a lot of books and programs about negotiating, and you can learn something useful from any of them, but many of ...

Effective Sales Management begins with Leadership

There are people who believe management and leadership are the same, but this is not true.

Free Sales Negotiation Training: 6 Steps to Mastering Negotiation

Ne·go·ti·a·tion: A discussion aimed at reaching an agreement. Though this dictionary definition is technically correct, any ...

Common Mistakes in B2B Cold Calling (and how to fix them)

How would you like for coldcold calling to become the best part of your job? 

How to Set Sales Goals You'll Actually Achieve

At the beginning of the new year, your company will dole out your new quota. Your quota is a goal your company sets for you, ...

Sales Pitch Presentation Cheatsheet: 6 Master Tips

A sales pitch presentation is to a salesperson as peanut butter is to a PB & J sandwich. That is to say, it’s not the ...

Professional Development for Sales: 5 Surprisingly Effective Tactics

Would you be interested if I said I had the key to higher employee retention, improved performance, and better workplace ...

How To Improve Sales Performance in 6 Simple Steps

The sales industry is shifting. In 2007 it took an average of around four calls to reach a prospect. Today, it takes eight. ...

A Sales Enablement Strategy for the Sales Conversation

B2B sales has never been more complex or more challenging. From buyers who decide they prefer a salesperson-free buying ...

6 Ways to Improve Corporate Sales Training

When sales leaders suggest that sales training doesn't work, they are referring to the check-box training you often find in ...

How To Increase Sales Volume & Your Close Rate: 2023 Guide

Of all the sales metrics, sales volume is one of the biggest. Whether your product costs one dollar or ten thousand dollars, ...

4 Best Sales Pipeline Presentation Tips To Know Before Presenting

As a sales manager, you’re used to having all kinds of conversations with sales leadership, including forecasting and ...

The State of Sales Is Not Good

The current state of sales is not good, and if we continue down this path, it will only worsen. Key failures are taking ...

How to Master Conversational Selling

The truth is that the sales conversation is one of the largest variables of success. The conversation is the only vehicle ...

How to Improve Sales Skills with a Competency Model

My competency model for B2B sales includes more character traits than sales skills. Much of the time, a lack of certain ...

4 Best Cold Call Opening Lines with Script Examples + What To Say After

First impressions are everything. 

5 Free Sales Training To Close More Deals in 2023

There’s no such thing as a free lunch… or free sales training, right? Wrong!

Five Reasons to Hire Top Sales Talent

There are only three ways to acquire top sales talent. The first way is to buy it. The second way is to build it. The third ...

The Truth About Salesmanship and Your Results

Whenever I write that sales success is individual, it causes an immediate response from readers who argue that there are ...

5 Best Sales Speakers To Book in 2023 + (w/ Video Examples)

Your numbers are low, leadership is breathing down your neck, your team's morale is slipping and you're doing your best to ...

Top 10 Sales Challenges

Selling has never been easy, and it seems like the sales challenges continue to grow. Here are the top 10 challenges you ...

How to Close More Deals in 2023

One way to measure sales success is the number of deals closed. While some deals are larger than others, and some are easier ...

The Seven Best Ways to Measure Sales Growth

When we talk about sales growth, we are looking at the increase in revenue in a period. For example, in 2021 you generated ...

6 Best Virtual Sales Training (+ How To Choose The Right One For You)

Can you really conduct valuable sales training virtually?

The Outbound Lead Generation Guide: Strategies + Examples

To make a sale, you must first start a conversation. Outbound lead generation is an excellent way to get in touch with the ...

Improving Your Sales Mindset

In a recent post on LinkedIn, I noted that accounting managers rarely ask people for advice on motivating their accounts ...

The Art of Sales

Some people believe that selling is a job or a profession, while others believe it is a set of skills one can acquire. ...

Why Sales Objection-Handling Training Fails

Much objection-handling training is old and outdated. It was created and developed long ago for the way people used to buy ...

Increasing Average Close Rate for Sales

The close rate, also called the win rate, is a common statistic for measuring sales effectiveness. The average close rate ...

A Value Creation Model

You often hear people talk about creating value for their clients. Much of the time, this refers to a salesperson’s solution ...

5 Sales Rep Best Practices To Drive Sales in 2023

Are you hitting your targets? If not, you aren’t alone: Only an estimated sixty percent of reps hit their quotas. 

The 5 Challenges of Consultative Selling Training

Ask a salesperson if they are consultative, and you will find most answer in the affirmative. After nodding in agreement, ...

10 Best Ways To Increase Sales Productivity On Your Sales Team

Are your team’s win rates dwindling while your sales cycle stretches into eternity? If so, you’re likely looking for ways to ...

Two Approaches to Top Down Selling [+ EXAMPLES]

You’re looking to learn some new sales techniques to help you crush your targets, and you’re wondering if top down selling ...

How to Improve Your Virtual Selling

Selling is challenging enough without having to do it at a distance. While the combination of video and audio is better than ...

The Value of Sales Opportunity Stages in a Nonlinear Process

Once, questioning the sales process would have been the equivalent of suggesting the Earth was flat. Sales leaders believed ...

5 Reasons to Love Working In Sales

My first sales job was delivering newspapers. I knocked on people's front doors and asked them to subscribe to the ...

How to Improve Sales Skills

Salespeople should consider two categories of strengths and weaknesses when working to improve their effectiveness. The ...

A List of Sales Objectives Worth Pursuing

Every sales leader and their team has the primary sales objective of increasing their revenue. To achieve that, different ...

The Critical Variable to Sales Success is the Sales Conversation

There are many variables that might influence the outcome of a deal. You might have the exact idea your client needs at the ...

5 Signs Your Company has a Toxic Sales Culture

When people are quietly quitting, working from home, and avoiding the office, it's important to make sure your culture isn't ...

Business Development versus Sales

The profession of sales continues to evolve. Over time, the role of the salesperson has been sliced into two different ...

How to Use Sales Automation without Losing Your Soul

Some time ago, I received an email from a salesperson. He introduced himself, mentioned his company, and included four links ...

The Only Way to Overcome Sales Call Reluctance

If you or someone you know has sales call reluctance, you have come to the right place. I am perfectly qualified to help you ...

The New Conversation Starter in Sales

There is a new conversation starter in B2B selling. It is more effective than other, older conversations because it respects ...

How To Recruit Top Sales Talent

If you look at any leader with a high-performing team, be it a college football team, an orchestra, or a sales organization, ...

How to Increase Customer Lifetime Value

Lifetime value is what you expect a client to spend with you over the course of your relationship. Let's assume a large ...

What Is a Trigger Event?

A trigger event is something that forces a company to change. For example, at the time of this writing, the Federal Reserve ...

What Does a Sales Manager Do?

There are two ways to describe what a sales manager does. One is to look at the outcomes they are responsible for creating. ...

The Ultimate Guide to Pricing Power

Pricing power refers to a company's ability to set and increase prices without significantly reducing demand for its product ...

How Sales Managers Help Their Team Reach Sales Quotas

At the start of each year, the sales manager is given a sales quota, which is the total of their salespeople's individual ...

The New Sales Collateral

The salesperson working for a small company may worry they have too little sales collateral, while those who work for very ...

5 Rules to Improve Sales Time Management

Time is your finite, non-renewable resource. While it may feel like your time is renewed each day, it’s important to ...

7 Value Creation Strategies

Many salespeople score poorly because the client doesn’t find their conversation valuable. Your prospective client will ...

8 Sales Mistakes to Avoid

I am not a researcher. What I know about sales comes from my experience selling. At age 13, I delivered newspapers and got ...

Why Sales Success Is Individual

Salespeople typically have a list of factors that they believe influence their success in sales. For example, many ...

How to Motivate Your Sales Force

You never hear the head of the accounting department ask about how to motivate their accounts payable clerks to pay the ...

A Radical Reinvention of Corporate Sales Training

Senior sales leaders often complain that sales training doesn't work. There are several reasons why they might be right, but ...

How to Measure Sales Productivity

The Oxford English Dictionary offers two definitions for productivity. The first is "the state or quality of being ...

The New Feature and Benefits Sales Training

To understand how to talk about your features and benefits, you must start by identifying the level of value the stakeholder ...

The Best Time to Cold Call

Salespeople are a superstitious bunch. There are those who believe Monday isn't a good day to make cold calls, and there are ...

Why Sales Leaders Must Improve Sales Effectiveness

It is important for sales leaders to understand that, when pursuing a deal, the contest isn't between their company and ...

An Update on B2B Social Selling

You don't hear a lot about social selling anymore. Its promise was that every salesperson would reach their goals by simply ...

Sales Leader vs. Sales Manager

When distinguishing sales leaders from sales managers, titles do not tell the whole story. It is possible that a person with ...

A Sales Pitch Template for B2B Sales

You've finished your discovery process and collaborated with your contacts on what they need. You've also done your best to ...

Value Creation or Die

A long time ago, I noticed that the contacts I called on were not always interested in the meeting they had accepted. The ...

Can You Teach Me How to Sell?

The answer to the question, "Can you teach me how to sell?" is “Yes, I can teach you how to sell.” But the answer is also, ...

How to Improve Your Sales Skills

In personal or professional development, you can’t cheat. To improve yourself or your teams, you must do the work. The ...

How to Make Your CRM a Strategic Asset

Sales leaders need to know their team has enough of the right opportunities to reach their goals. They also need visibility ...

How to Improve Sales Performance

Selling is a craft. It's a performance. It's also a bit of a mystery. Why is it that two salespeople who work for the same ...

5 Characteristics of a Great Sales Team

A salesperson walks into a prospective client's office alone. They engage in a conversation with a contact or several ...

Investing in Sales Effectiveness

Sales Leaders and Sales Managers invest in many things they believe will improve their results. Many, if not most, of these ...

The New Needs-Based Selling

The idea behind needs-based selling is knowing what your client needs. Once you understand the client's needs, you position ...

How to Build a Cold Calling Campaign

In the sales world of the past, you would have made a single cold call to a prospective client. Most of the time, you failed ...

Cold Calling vs. Warm Calling

A cold call is any call you make to a prospective client who isn’t expecting to hear from you. Some percentage of ...

Sales Pipeline Management Best Practices

This post is an adaptation from Leading Growth: The Proven Formula for Consistently Increasing Revenue. You can preorder ...

What to Say in a Sales Interview

For five years, I interviewed people. Some days, I interviewed as many as 40 people. These were short interviews for people ...

In Search of Sales Science

Many are enamored by sales science. They believe that applying science to selling can improve their results. They look to ...

The New Sales Meeting Agenda

In the past, the salesperson would call their prospective client and ask for a meeting. The value proposition for the ...

How to Build Value in Sales

Like many salespeople, you may have been taught to believe that your solution is the value. It is true that your product or ...

Trust-Based Relationship Selling Examples

One reason clients may distrust salespeople is that they believe salespeople are hiding some inconvenient truth. Prospective ...

Seven Sales Management Styles

This post is an adaptation of a chapter of Leading Growth: The Proven Formula for Consistently Increasing Revenue.

Five Problematic Selling Styles

"I have my own sales style." Whenever you hear these words, you can translate it to mean, “I’m winging it." Fortunately for ...

B2B Sales 101 - Getting Started

The best performers in any endeavor are dedicated to the fundamentals of their work. As B2B sales grows more complicated and ...

Five Critical Advanced Sales Skills

Recently, someone on LinkedIn encouraged me to "keep disrupting the industry." To be clear, I am not a disruptor. There are ...

How to Succeed at B2B Sales Prospecting

Different types of sales require different approaches. A salesperson who sells to the government (B2G) is going to need to ...

The Modern Relational Sales Approach

In the book The Challenger Sale, the relationship salesperson scored poorly. What most readers didn't realize was that the ...

Modern Customer Discovery Questions

Selling effectively in the 21st Century requires asking clients a new set of discovery questions. These new questions ...

Common Sales Mistakes in 2022

There are three generations of sales approaches being used today. The first is the legacy approach, which is over 50 years ...

Filling the Pipeline

Your path to revenue growth begins with your ability to fill your pipeline. Without a full pipeline, growth isn't likely. ...

Who Are The Best Salespeople?

This question is often posed: Who are the best salespeople? The answer is salespeople who are One-Up. If you want to improve ...

How to Deal With Time Objections

You and I are making cold calls to schedule meetings with our prospective clients. We both have the information for the ...

Eight Sales Soft Skills that Create a Competitive Advantage

Only the rarest of sales organizations use a model with soft skills, let alone work to develop them. As a professional, you ...

10 Sales Rebuttals That Resolve Client Concerns

My take on objections is that most of the time, they mask a client’s real concerns. Because the client is uncertain, they ...

The Critical Importance of OutBound Cold Calling

At a company event, two engineers were elated to share that two of their dream clients had downloaded a lead-generation ...

What is the Best B2B Sales Prospecting Software in 2022?

Do you have login fatigue? I know I do.

Your Guide to Creating a Sales Leadership Framework

How confident are you that your sales team can meet your KPIs this quarter?

My Debt to The Challenger Sale

It would be more difficult for me to share my version of a modern sales approach if the Challenger approach didn’t exist. ...

The False Dichotomy of Relationship Selling vs. Consultative Selling

One of the ways we make trouble for ourselves and others is to categorize and rank things. Our strong tendency to rank, ...

How to Approach Transactional Selling

Occasionally, someone asks me about transactional selling strategies. Most of the time, they are suggesting that I have not ...

How to Overcome Price Objections

The root cause of nearly all the price objections is not creating enough value in the sales conversation, while also failing ...

Three Strategies to Improve Your Sales Process

In the past, many people believed the sales process would provide each salesperson with the ability to win the deals they ...

B2B Sales and Command of the Message

In B2B sales, our messaging has changed, even if most sales organizations haven't made any significant adjustments. Those ...

A List of Sales Funnel Challenges

Whether you call it a funnel, a pipeline, or deals in stages, it's crucial for sales leaders and sales managers to know that ...

A List of Sales Fundamentals

Success in sales results from a relatively small number of skills. These skills make up the fundamentals of B2B sales. By ...

How to Use LinkedIn for Prospecting

The most important thing you need to know about using LinkedIn for prospecting is what not to do. The social platforms ...

Why Success in Sales Requires Becoming an Expert

Your prospective clients don't want to make a bad buying decision. The more important it is to get the decision right, the ...

Sales Process 101

The sales process is the stages you go through to create and win new opportunities. What follows here is Sales Process 101, ...

How to Improve Your Sales Approach by Changing the Order

There are certain B2B sales conversations that are important to both the salesperson and their prospective clients. One of ...

Value-Based Conversations

If you want to create and win more opportunities, value-based conversations will do more than anything to differentiate you ...

A List of Sales Best Practices

There is a time to work on improving your sales approach, and then there is a time to get back to basics. At heart, I am ...

How to Raise Your Sales Volume

If you want to increase your sales volume, you will need to pursue one or more of these eight strategies.

How to Practice a Value-Based Selling Approach

If you want to create and win new opportunities, you must ensure you practice some form of a value-based selling approach. ...

How to Close the Deal

There was a time when the most important training a salesperson would receive was concerned with closing. During that ...

What Is B2B Sales?

The best way to answer the question "What is B2B sales?" is to compare it to other types of sales. The term "B2B sales" ...

A B2B Sales Job Description

The role of the B2B salesperson has never been particularly easy, but as the world, and business, become more complex, so ...

"L" is for Lesson Not Loss

Professional B2B sales is more like mixed martial arts than boxing. In boxing, there are competitors who don't have any ...

A list of Top 10 Sales Training Tips for Success

Ask any sales leader who has paid for sales training whether it works, and you will find a large percentage will suggest ...

A Radical View of How to Onboard a New Sales Rep

In another time, onboarding a new salesperson would not have been difficult. In fact, many new salespeople did not go ...

How Your Love for Your Solution Keeps You One-Down in B2B Sales

What you are about to read may sound like heresy at first. But if you open your mind, you may see something that will allow ...

Why Your Client Buys from a One-Up Salesperson

In October 1992, I had a grand mal seizure while walking up the steps of my Brentwood, California, apartment. It took some ...

One-Up and the Limits of Your Solution in B2B Sales

According to the legacy sales approaches, you are supposed to identify your client's problem and their pain. Once you have ...

What Does It Mean to Create Value in B2B Sales?

I am tempted to tell a long story about a comment on LinkedIn asking this question, but I am afraid I won't create enough ...

Underestimating the Power of Positioning in B2B Sales

Many salespeople underestimate the importance of how they present themselves when they walk into their prospective client's ...

The Soft Skills of a Great Sales Leader

There are a lot of lists of attributes required of a great leader; most include things like vision, communication, and a ...

How To Find the Best Sales Leadership Development Program For Your Business

If your most senior sales manager left unexpectedly, how long would it take your team to fill the role? In the face of the ...

Replacing Achievable Goals with Aspirational Goals

At some point in your life, someone will tell you that you need SMART goals. SMART stands for specific, measurable, ...

6 Top Tips for Coaching Sales Leaders To Become Resilient

What does resilience mean to you? A few concepts probably come to mind when you hear the word—concepts like toughness, the ...

How to Judge the Value of the Sales Conversation

One of the hangovers from the legacy sales approaches is that the salesperson undervalues the sales conversation for what it ...

The Best Sales Leadership Books You NEED To Read

We’ve all heard the saying that the best way to learn is by doing. I respectfully disagree.

The Perils of Being a One-Down Salesperson

In any conversation between a salesperson and their client, the salesperson is either One-Up or One-Down. The term One-Up ...

Four Reasons Clients Refuse to Change

When it comes to change, some clients are more difficult to help than others. This post is not about clients that are ...

On the Importance of Context Locking

Having certain client conversations in a particular sequence can improve your ability to help clients change. It can be ...

The New Sales Storytelling

Salespeople need stories to sell. Much of the time, salespeople use stories about their client's problems and how their ...

How Time Selling In One Industry Makes You One-Up

The ability to be One-Up requires you to have more knowledge and experience than your clients. It doesn't suggest that you ...
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