I am sick and tired of seeing salespeople fall into the “Procurement Pit.” Too many sellers are too quick to acquiesce to the prospect’s process and it damages not only how they’re perceived, but it also hurts their chances of winning the deals they really want. Salespeople are getting commoditized, losing the opportunity to differentiate […]

There was such a strong reaction to my last post, “Busyness Does Not Necessarily Drive New Business” that the past week I’ve been challenging salespeople and sales leaders about Sales Productivity nonstop! It seems like every sales team I observe is struggling with overwhelm. Too many distractions. Too much going on. Too many requests from

I shared the below excerpt with the #SalesTruth Book Launch Team over the weekend. The response was so strong and their confessions and frustrations posted in the comments so revealing that I felt compelled to post the excerpt here.This is out of Chapter 5 – To Win More New Sales Requires Focus on Winning New

The following is excerpted from Chapter 1 in my upcoming book, #SalesTruth: Debunk the Myths. Apply Powerful Principles. Win More New Sales. “Many of today’s nouveau “experts” love to tell us that everything has changed. It’s a dangerous new world and all the rules have changed, they claim. Nothing that used to work in sales

I could ask you many specific questions to help diagnose your sales issues and how effectively you are working the top of the funnel and creating new sales opportunities, but this one question truly gets to the heart of the matter very quickly? Are You More of a Rain Barrel or a Rain Maker? The

Right as I was moving to St. Louis to start my first sales role, my big-time New York City sales executive dad sat me down and shared these words to ensure my mindset was right: “Your number one goal in sales is to make your customer as successful as possible. As long as your motivation