So you want to master cold calling?    There are a handful of strategies and tactics that will get you there. But to stay at the top, you have to…

According to Pew Research, only 10% of Americans are more excited than concerned about AI in daily life. And listening to our colleagues, friends, and family, it’s easy to see…

Does cold calling still work? Spoiler alert: it sure does.    Does it work for everyone? Unfortunately, no it doesn’t, because many take the wrong approach.    Too many salespeople…

It’s 2024 and the B2B sales landscape is fierce.    Some markets (ahem, tech) are moving at breakneck speed. And more and more organizations want a piece of the pie. …

In one of my favorite books, Atomic Habits, James Clear writes “You don’t rise to the level of your goals. You fall to the level of your systems.” Go ahead…

Rejection. Stress. Pressure. Competition. Fear of failure.   There are countless reasons why salespeople second guess themselves.    Or worse… fall into a pit of crippling self-doubt.    On the…

“There’s no such thing as a No Sale call. Either you sell him some stock, or he sells you on a reason he can’t. Either way a sale is made.…

Imagine that you’re holding a delicate, golden thread. Your prospect holds the other end of the thread.   Naturally, you’re inclined to pull your end of the thread, as you…

We know that emotional intelligence (EQ) is critical in leadership at all levels. In fact, Harvard Business Review claims that emotional intelligence is “one of the most sought after interpersonal…

A 2023 study conducted by McKinsey found that 70% of B2B executives say that emotion plays a significant role in the decision-making process.    And Harvard Business School professor Gerald…