Value-based selling is a big buzzword in sales. And for good reason! We should be selling our VALUE and not the tangible features (or even benefits) of our products or…

You chose sales as a career. Or maybe it chose you. Either way, you know that it takes momentum and persistence to succeed in the thrilling sport of sales.  …

Whether you lead a sales team or you’re the one making calls, imagine waking up one morning and suddenly you’re back in the early 1800’s. There are no telephones, no…

Feel like you’re burning out in sales or in your entrepreneurial venture? If so, this article has your name written all over it.    It’s not your typical advice that…

John Maxwell once wrote, “Fail early, fail often, but always fail forward.”   This is a mantra that we live by in my sales organization. We have to accept that…

“Help! I’m having a hard time reading the room! How can I tell if my prospect wants to buy?”    I hear it all the time. Sales professionals simply don’t…

Having trouble finding or closing new customers or accounts? If so, you’re not alone. It can happen to the best sales teams in the world. It’s the natural order of…

You don’t close a sale, you open a relationship. If I had known that early in my career, I would have saved a lot of deals, not to mention lifelong…

Cold calling, or really any type of sales, is a proving ground for negotiation skills. If you have strong negotiation chops, then you close more deals than the average salesperson.…

Assumptive selling. Here’s what it is and how YOU can leverage it in your organization to experience a serious breakthrough in sales. That’s what we’re covering today.    Picture this… …