I never wanted to be in sales. I only went into this field because I had an idea to start a company. The SCORE consultant I met with told me my plan wouldn't succeed unless I learned how to sell.

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A few weeks ago, LinkedIn released their Social Selling Index (SSI) to the public. When you click on it, you immediately get a quick snapshot of how you compare to your peers and your network. 

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Everywhere you look these days, experts are proclaiming that people are 60%—or more—of the way through their decision process before they contact you or your company.

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If I've said it once, I've said it a thousand times. Every time I speak or train, I emphasize this point. Yet salespeople seem to be totally deaf to this message:

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Most people don’t believe it when I tell them it’s super easy to increase their sales IQ. But first, let me tell you about some interesting data.

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For years, we’ve been told that sales is a numbers game. To be successful, all you needed to do was to fill your pipeline with an endless supply of suspects. And then, a certain percentage of them would miraculously turn into prospects, and ultimately customers – if you were persistent enough.

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Here's the 2nd half of my interview with Brent Adamson, coauthor of The Challenger Sale and Managing Director for CEB's Sales and Marketing practice. 

During our conversation, he shares some groundbreaking research about why decisions fall apart, and how salespeople can build consensus with the 5.4 decision makers needed to make a purchase decision.

You can read it below. Or, you have these options too.

Download PDF of Full Interview
Listen to Audio of Full Interview


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Recently I had a chance to interview Brent Adamson, coauthor of "The Challenger Sale," one of my favorite books. Brent is also the Managing Director of Advisory Services for CEB's Sales and Marketing practice. 

During our conversation, he shares some groundbreaking research that has totally changed the conversation about sales. He also reveals what top performers do differently from other sales reps.

Check it out. This research will change how you approach prospects.

You can read it below. Or, you have these options too.

Download PDF | Listen to Audio 


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Stepping out of your comfort zone is always tough. Your brain starts screaming at you, “Don’t do it. You might fail – or worse, make a fool of yourself.” 

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