Trash your buyer personas. Bold statement, right?    Well it’s a different world out there, and the same strategies and tactics of yesterday no longer work. And let’s be honest,…

The C-suite is home to the busiest of all professionals. Take a quick peek at a CMOs Outlook calendar and you’ll see back-to-back-to-back meetings, all day, every day. So how…

According to Forbes, the roles that Artificial Intelligence (AI) will first eliminate are: Factory workers, couriers, investment analysts, security guards, and _____________.    Is “B2B Sales” the last on the…

Catastrophizing. It’s a big word with even bigger consequences. But what is it, and how can you be sure you’re not falling into this trap like millions of salespeople around…

You know that referrals are like gold in the game of sales. When a customer or client opens their rolodex and shares contact info, with a thoughtful intro to boot,…

We’re almost a quarter of the way into the new millennium, and this whole stakeholder thing only seems to get more tricky. Did you know there are now an average…

If you want to succeed in sales, you must have fun on your sales calls. In fact, I’d even say that if you’re not having fun, then you’re doing it…

You’ve heard that sales is all about mindset. This is true, and I teach this principle all the time. But thankfully we don’t have to cross our fingers, rub a…

A study by the University of London found that multitasking is bad for your brain (and can even tank your sales career!). The study showed that multitaskers experience an IQ…

Imagine being in the dating world and hitting brick walls everytime you asked a girl or guy on a second date. Rejection after rejection. Wouldn’t you want to get to…