After a long, long wait… I. Could. Not. Be. More. Excited. to announce that in-person SUPERCHARGE YOUR SALES LEADERSHIP EVENTS are back! And there couldn’t be a better time as we enter this new/next (coming out of Covid) phase.  Sales leaders, NOW is the time to reset our mindset, refocus our priorities, and recharge ourselves […]

The student leaders in the phenomenal sales program at Kansas State University (read about it in Chapter 11 of Sales Truth) asked me to lead a session covering “How to Get Your First Promotion.” It was a great request that forced me to reflect back on the early days of my career and others’ successful careers

From my work with hundreds of sales teams across dozens of industries, it sure seems like these are two of the biggest challenges most sellers and sales teams face:Lack of success creating new opportunities and filling the top of the funnel (pipeline).Getting commoditized and viewed/treated as nothing more than a “vendor” instead of as value-creators,

I hope your 2021 is off to a fast start as we enter week four!  I’m having a blast leading what feels like back-to-back-to-back-to-back virtual kickoff meetings for client sales teams. Two things for you this Monday Morning: First, my friend, sales expert Jeb Blount (who is a prolific bestselling author and “the hardest working man in

Not sure there’s ever been more collective agreement on a single topic than the universal desire to close the book on last year and put 2020 in the rear-view mirror! The good news? It’s over. Congratulations. You made it. The even better news? Sales Friends, there is light at the end of the tunnel! You are going to

If you’re in sales, care about sales, lead a sales team, or run a business, you will love this conversation with a legit, proven, true-blue A-player salesperson who’s a perennial top producer. In fact, the only group who will not benefit from or enjoy this are procurement people! In this gripping conversation, my sales rockstar guest, Dominic Testo, and

‘Tis the Season for salespeople to draft their business/sales plans for the upcoming year. There is so much good derived from the process of preparing, writing, and presenting annual plans that it’s hard to understand why it’s not mandatory! I won’t take up space here attempting to sell you on the powerful benefits, but if you

It’s only been a few days since we announced the launch of the Sales Management. Simplified. Podcast and we’re absolutely blown away by the reaction and messages Episode 2 has generated! I love podcasts. I love listening to them for entertainment, ideas, and for my own professional development. I also love being a guest on other

Time flies. It is hard to believe it’s been five years since the release of Sales Management. Simplified. To THANK SALES LEADERS for making it the best-selling, most reviewed, and most highly-rated sales management book of the past five years, we’re throwing a massive 5th Anniversary Celebration to celebrate… sales leaders! SALES LEADERS are the key –