The Problem with Traditional Sales Titles Many professionals go by titles like BDR, SDR, Account Manager, or Sales Rep. While common, these roles often reduce sales professionals to activity trackers, calendar fillers, or worse—demo jockeys. None of these convey real value ...
A few days ago, I wrote about the three Sales Eras I have sold into. The first era’s conversation was about answering the ...
I joined my family’s staffing firm when I was seventeen, and since then, I’ve witnessed a complete transformation in B2B ...
Strategy without tactics is like a blueprint with no builders—useless, no matter how brilliant it looks on paper.
If your sales strategy still relies on pressure and pitches, you're losing clients before the real conversation begins.
If you want more clients, stop pitching and start having strategic sales conversations—they’re the key to lasting business ...
If you treat your prospect’s concern like an objection, you may lose the deal before you've earned the right to win it.
AI can mimic voices, take orders, and even argue it's human—but it still can't build trust the way a real person can.
Even the most innovative product or service will one day become a commodity—but the salesperson doesn't have to.
If you’re still selling like it’s 2010, you’re already losing clients. Here’s what the winners are doing instead.
Buyers no longer care about your features—they care about the future outcomes you can help them create.
Why Prescriptive Sales Wins: From Solution Selling to Strategic Outcomes Clients don’t buy solutions—they buy results. A ...
Most salespeople treat discovery like an interrogation. The only thing missing is the light over the contact’s head and the ...
I’ll be real with you—if you’re still cold-calling like it’s 2003 or praying for referrals like a broke magician pulling ...
Look, if you're running an e-commerce business and still treating sales like it’s some mystical art passed down from a ...
If your sales language hasn’t changed in the last decade, your strategy and tactics are from long ago.
Before I mastered sales strategy, being in a rock band taught me the power of discipline, feedback, and performance ...
Winning in B2B sales isn’t just about a strong start—it’s about mastering the final moves that seal high-stakes deals.
If your B2B deals keep stalling after a great start, you're likely stuck in the sales middle game—here’s how to navigate it ...
Learn how sales persistence, long-term strategy, and insider insights helped break through gatekeepers to win a $2 million ...
Winning in chess—or sales—starts with one critical move: a strategic opening.
Unlock the power of lifelong learning and personal growth to rewire your brain, improve cognitive function, and reach your ...
We reject the old and outdated sales approaches that are still being used by many sales organizations and their sales ...
So you're considering becoming an Outside Sales Representative? That's gutsy! You must love a challenge. Perhaps you're an ...
Oh, look who finally decided to build their personal brand.
Most sales training programs fail—not because of the content, but because of their inability to drive long-term behavioral ...
There is a very common way to lose a deal you might have won had you avoided the tendency to talk about yourself, your ...
Being able to identify when you are One-Down can be the first step to becoming One-Up.
Most sales professionals chase deals with little chance of success—here’s how to focus on high-probability opportunities and ...
Are you tired of starting self-improvement programs only to give up before seeing results? You're not alone—and here's how ...
Imagine a world where AI helps you sell smarter, not harder. Welcome to the future of sales innovation.
Sales leadership isn't just about managing people—it's about empowering them to achieve greatness while driving results that ...
Success is within your grasp—if you can master the art of perseverance and avoid the common pitfalls of giving up.
I advise you to read this whole article. Toward the bottom, you find a way to get this advanced negotiation training. I have ...
The new hire asked me why we pursue companies that already have a supplier. He wondered aloud whether it would be easier to ...
Discover the hidden ways modern technology is reshaping relationships and what we can learn to rebuild meaningful ...
Let’s talk about B2B lead generation. It sounds complicated, right? But it’s really just a fancy way of saying, “finding the ...
Managing a sales pipeline can feel like trying to pack for a trip without knowing the weather. You’ve got plenty of tools, ...
Discover how to shift from a self-focused sales approach to one that builds trust and long-term success.
Navigating the modern world of B2B sales feels like solving an ever-evolving puzzle. The challenges we face are shaping how ...
The secret to winning more deals lies in meaningful conversations—not in algorithms.
Don’t let outdated strategies destroy your credibility; discover how to elevate your status in every B2B meeting.
The universe of B2B sales is evolving at an alarming pace. It's no longer enough to rely on legacy approaches and outdated ...
Discover a proven insight-based sales approach to win over high-value enterprise clients—even those currently working with ...
Most buyers aren’t looking for a solution—they’re searching for a partner who truly understands their goals and delivers ...
The concept of being One-Up in sales isn't just about knowing more than your client; it's about knowing the right things to ...
Navigating the modern world of B2B sales feels like solving an ever-evolving puzzle. The challenges we face are shaping how ...
Are you ready to break free from stagnation and embrace the habits that will lead to lasting success and meaningful ...
Selling a commodity may seem like a losing battle, but it’s actually your gateway to mastering the most critical skills in ...
Why You Are the Key to Client Success in Modern Sales When you secure a first meeting with your dream client, neither your ...
Want to fast-track your sales and leadership success? Avoiding these costly mistakes can save you time, money, and ...
Allow me to paint a vivid picture of the rapidly evolving sales landscape—buyers are more informed, technology is advancing, ...
Unlock the secrets to supercharging your creativity and productivity by embracing the power of AI—just like my brother and I ...
Navigating client relationships is an art—especially when things go off-course.
Sales professionals realize that staying ahead in this fast-paced business world is about continuous grooming. The ...
Sales is all about movement—movement through stages, movement toward a goal, movement from opportunity to revenue. The sales ...
If you want to retain more of your revenue, profit, and commissions while still taking care of your clients, you need to ...
Unlock the secrets to consistently winning more deals, earning client trust, and becoming a top-performing sales ...
In the competitive world of B2B sales, the difference between winning and losing a deal often hinges on the effectiveness of ...
Sales managers and reps face immense pressure to deliver results—understanding how to operate within your Overton window ...
Discover how to transform your RFP responses into winning proposals that set you apart from the competition.
More sales organizations use a legacy approach than a modern sales methodology. Some of these sales managers may not be ...
Securing large clients takes more than skill; it requires strategy, patience, and resilience.
Role-playing in sales might be the secret ingredient your team needs to turn hesitant prospects into enthusiastic clients.
Today’s sales arena moves at breakneck speed, and standing still is a fast way to fall behind. If you're serious about ...
Have you ever stepped out of your comfort zone into something completely new? Here's my story of embracing comedy on stage.
Engaging in sales activities isn't the same as selling. Real sales happen when you're working with decision-makers to create ...
Too many sales reps are dull in their sales conversation. You can blame this on onboarding processes that gaslight reps into ...
As many articles here have described, using an executive briefing is how we open a first meeting. We prefer this ...
In B2B sales, everyone wants an edge that can help us win more over the long term, but few work to sharpen that edge. ...
I developed this list of 49 metrics for a project I am working on. If you want to develop your own set of KPIs, this list ...
As a sales manager, learning from others' mistakes can save you time, money, and frustration. Here’s a list of common sales ...
Unlock the secret to transforming your B2B sales team’s onboarding process to accelerate success and increase revenue.
Struggling to break through the noise with your cold outreach? Here’s how to turn challenges into opportunities and secure ...
Unlock the secret to closing more deals by focusing on decision-making over pitching your solution.
In a world increasingly dominated by screens, the ability to read and engage with books is slipping through the fingers of ...
In the competitive world of B2B sales, the difference between hunters and non-hunters can determine who wins the deal—and ...
Unlock the hidden advantages of reading, writing, and speaking to elevate your B2B sales game and stay ahead of your ...
In a rapidly evolving sales landscape, the question remains: Will AI replace human relationships, or will human interaction ...
Discover how shifting from traditional sales tactics to a consultative approach can help you win large, enterprise-level ...
I want to tell you an old story that you need to know. For 14 years I've been writing a blog post every day, minus 13 days ...
Accountability is the backbone of a successful sales team—without it, even the best talent can fall short of their potential.
Disqualification doesn’t happen often enough because salespeople have trouble recognizing how much we're connected to the ...
Are your cold calls falling flat because you're making simple mistakes?
As an author of this daily sales blog and seven books, I think writing and reading are incredibly important to personal and ...
In today's competitive marketplace, building strong customer relationships isn't just beneficial—it’s essential for ...
Unlock the secrets to acquiring large clients and transforming your sales performance.
One of the biggest mistakes that salespeople make is leading with their product. To understand why, you need to be aware of ...
If you're in sales you're part of a meritocracy. What that means is that you're going to succeed or fail based on your ...
Discover the 10 key leadership qualities that differentiate average leaders from highly effective ones and learn how to ...
If you're the kind of person who hates Mondays, I've done some math for you. The average life expectancy in the United ...
I was talking to a group of people today about productivity, and we discussed what to do to produce better results. As I was ...
If you want results, first you have to do the work.
Discover why letting go of early qualification methods can open doors to valuable sales opportunities and long-lasting ...
In politics, as in sales, the art of persuasion determines who wins and who loses.
Are you struggling to stay productive and achieve your goals? Discover the two powerful ways to stay on track and crush your ...
Last month, the Department of Labor revised a years’ worth of data for new jobs added. It turns out there had been an ...
Discover how to leverage AI-driven prompts to enhance your writing, boost SEO, and gain a competitive edge in content ...
Are you struggling to secure that first meeting or get a follow-up? The secret might be simpler than you think—it's all ...
Are your traditional sales methods no longer delivering the results they once did? It's time to rethink your cold-outreach ...
Are you struggling to get your sales team to hit their quotas? Understanding win rates might be the key to unlocking better ...
Are you missing out on sales deals that should be yours? Here’s why, and how to turn the tide in your favor.
To achieve extraordinary sales results, commit to the work others are unwilling to do.
Unlock the secrets to handling complex sales meetings with multiple stakeholders and ensure your next deal is a success.
I started writing and publishing daily, including weekends, holidays, and any day that ends in the letter "y." Since making ...
Unlock the true potential of your sales force by leveraging marketing in innovative ways that go beyond lead generation.
In the world of influence and decision-making, understanding the distinctions between politicians and B2B salespeople can ...
In today's competitive sales landscape, your personal brand could be the key to unlocking more opportunities.
Over time, the industries you call on will have periods when they face headwinds that cause significant problems. During ...
Are you focusing too much on cold calls and neglecting the rest of the sales cycle that can make or break your deals?
In B2B sales, having a robust pipeline coverage strategy is the difference between hitting your targets and scrambling to ...
Struggling to connect with your dream clients in an era dominated by AI-powered prospecting? Here’s how to stand out and ...
Are your leadership standards inadvertently setting the stage for underperformance?
Discover the essential metrics and strategies that can transform your sales team's performance and drive your business ...
Understanding where your ideas fall within your client's Overton Window can be the key to closing bigger, more profitable ...
Are you struggling to hit your sales targets despite all the effort and resources you’re pouring into your B2B sales ...
Mastering the right sales narrative can be the key to unlocking consistent success in your sales process. Let’s be clear, ...
Are you overlooking key decision-makers that could make or break your next big deal?
Struggling to hit sales targets despite leveraging the latest technology and remote work strategies? Regardless of all the ...
Get ready to elevate your sales game and become your clients' indispensable advisor.
Discover the covert strategies that are keeping you from reaching your B2B sales goals.
Discover the power of storytelling in sales and how it can revolutionize your client interactions and drive change.
Discover the crucial mistakes that can cost you sales deals and learn how to avoid them to ensure you achieve your sales ...
Discover how challenging stereotypes and promoting positive sales strategies can transform the sales industry for the better.
Discover the proven strategies that helped me grow our business from $3 million to nearly $10 million in just two years.
Unlock the secrets to finding the perfect sales book tailored to your needs with expert insights.
Unlock the secrets to outselling your competition with these proven strategies.
Are you tired of sales reps who feel more like actors than genuine partners? Here are some clues that can help you identify ...
Discover the timeless elements of traditional sales that still make a difference in today's digital world.
Elevate your sales career by mastering the art of becoming a trusted advisor with these essential obligations.
Transform your cold email outreach from ignored clutter into valuable communication that grabs attention and builds ...
Tired of fake LinkedIn messages cluttering your inbox? Discover how to spot insincerity and build genuine connections.
Losing a client can feel like a major setback, but with the right strategies, you can win them back and strengthen your ...
Discover the secrets to effortlessly displacing your competitors and achieving sales success with these proven strategies.
In the high-stakes world of sales, the decision between cost-cutting and quality hiring can make or break your business.
Discover how waking up early can transform your productivity and well-being, and learn practical tips to make it a habit.
Every decision you make shapes your future, whether you realize it or not.
Unlock the secrets to unparalleled success in B2B sales by mastering the key attributes of discipline and hunger.
Discover why your clients are seeking a different type of salesperson and how you can adapt to meet their evolving needs.
Unlock the true potential of your sales strategy by focusing on conversations that drive results and impact.
Discover effective strategies to counter dishonest competitors and secure your dream clients with integrity.
Discover the ultimate blueprint for excelling in sales in 2024 with these proven strategies.
Discover why clinging to outdated B2B sales strategies can hinder your business growth.
Politics, as a practice, whatever its professions, has always been the systematic organization of hatreds. —Henry Adams
Unlock the secret to mastering cold calling and all-bound sales strategies with OutBound 2024!
Unlock the secret to skyrocketing your sales by shifting your focus from showcasing solutions to demonstrating strategic ...
Discover the hidden ways technology is eroding our personal connections and learn actionable steps to reclaim meaningful ...
Transform your sales game by leveraging the One-Up approach, a method that ensures you always stay ahead of your clients' ...
In 2018, I published Eat Their Lunch: Winning Customers Away from Your Competition. I still believe in that mindset and ...
In the fast-paced world of B2B sales, knowing your client's problems better than they do is crucial for success.
Discover how a powerful negativity fast transformed my life and can do the same for you.
Discover the youthful courage that fueled the American Revolution! A large part of my library is of writing from the time of ...
Discover how mastering the art of securing multiple commitments can transform your sales strategy and boost your win rates.
I had already written the book when the publisher approached me and asked if I had ever considered writing a book. I told ...
Discover the key obstacles holding you back from achieving your sales goals and learn actionable strategies to overcome them.
Leading Growth: The Proven Formula for Consistently Increasing Revenue was published towards the end of 2022. After writing ...
I was 20 years old and working in a staffing company. Even though I wasn’t a salesperson, I had always made cold calls and ...
Wonder how political debates can teach us about winning big deals in sales?
In the fast-paced world of sales, waiting for your dream client to reach out first can be a costly mistake.
Discover how to transform your B2B sales approach and achieve exceptional results.
Discover how the resurgence of the full-cycle salesperson is changing the sales landscape in modern businesses.
Discover how a well-utilized CRM can transform your sales strategy and boost your success.
We have been living with social media platforms for quite some time now, and the research shows that you and I spend quite a ...
Discover how obsession with high standards can be the key to transforming your business and surpassing the competition.
Pursue your true sales potential by harnessing the unique gifts and competencies that drive B2B success.
Focus on Sales Outcomes for Success. Worry less about activity and more about outcomes. Prioritize Sales Effectiveness over ...
Discover why maintaining a positive outlook on your competitors can boost your sales effectiveness and reputation.
Learn how to navigate and thrive in a soft economy with proven sales strategies.
There is no evidence that more opportunities result in more won deals. More opportunities simply indicate the presence of ...
Discover how to use the power of AI in sales ethically and avoid common pitfalls.
Discover the overlooked factors that could be the key to doubling your sales wins.
In the competitive world of B2B sales, proving you belong in the decision-maker's room is crucial for winning high-stakes ...
You want to make more money in your role in B2B sales. Maybe you are motivated by money, or maybe you want to provide more ...
Unlock your potential by mastering the art of weekly planning to boost productivity and sales success.
In today's ever-changing business landscape, mastering consultative sales training can be the key to unlocking your sales ...
Discover the key factors that will give you an edge over your competition in B2B sales.
Transform your sales strategy and skyrocket your success by eliminating these outdated first-meeting conversations.
Unlock the true potential of consultative selling by mastering high-gain questions that drive meaningful client ...
If you ask a non-salesperson whether salespeople tend to be better at speaking or listening, most will answer they are more ...
Unlock the secret sales potential hidden within your company's walls.
Everywhere you look, you find artificial intelligence. No other technology has been adopted faster than AI. Unfortunately, ...
If you're struggling with abysmal win rates and failing to meet quotas, it's time to make significant changes to your B2B ...
Discover how mastering the art of answering "Why change" can transform your sales conversations and close more deals.
If you're tired of following trends that lead nowhere, it's time to make sales effectiveness your top priority.
Are you struggling with sales techniques for software? Discover the key lessons for successful software sales!
There is nothing more important than developing your sales effectiveness. One of the best ways to unlock your potential is ...
Unlock the secrets to transforming your sales enablement approach to align with modern buyer needs.
Spotting a B2B salesperson’s red flags early can save you from costly mistakes and wasted time.
You are perfect just the way you are, and you could use a little improvement.
Discover how consultative selling can transform your B2B sales approach and elevate your results.
Unlock the Secrets to Boosting Your B2B Sales through Unparalleled Domain Expertise In the past, a B2B salesperson could ...
Unlock the secrets to winning more B2B sales deals by mastering the art of creating value and adopting a consultative ...
Struggling with lengthy sales cycles? Discover actionable strategies to shorten them and close deals faster.
Struggling to stay focused in a world full of distractions? Here’s how to reclaim your attention.
Discover why manipulative sales tactics are failing and how trust-based strategies can transform your approach in 2024.
Elevate your B2B sales strategy by mastering the art of the impactful presentation.
My mission is to convince you that what matters now is whether you are One-Up or One-Down. But before we move forward, let’s ...
Want to dive into B2B sales but feel held back by a lack of experience?
