At the recent CEB conference in Las Vegas for sales leaders, I participated in a Sales Roundtable with Brent Adamson and Nick Toman, the authors of The Challenger Sale and The Challenger Customer, and Lori Richardson, CEO of Score More Sales.

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A massive clap of lightning awoke me from a dead sleep at 3 am. It was pouring outside. I responded as I always do in a storm—rushing downstairs to unplug my computers, hoping they weren’t already fried.

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Have you ever been totally stuck, without a clue about how you’re going to handle a challenging situation? I’ve been there a thousand times. You’d think, after all these years in this business, I’d finally have it all figured out.

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Want to win more sales? Then you need to do everything you can to give yourself an unfair advantage over your competitors.

Research shows that one of the best ways to do this is by being an early bird:

  • Forrester Research discovered that the first vendor to reach a prospect and set the buying vision has a 74% close rate. 
  • InsideSales found that 50% of sales opportunities go to the first salesperson to contact a prospect.

Most salespeople spend their time chasing prospects who are actively involved in making a decision. If you join them, your chances of winning are slim. Instead, go where the decision isn’t – yet – but could be. Here's what the early bird does to find those undiscovered opportunities. 

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