There’s no question about it. Timing is everything in sales and life.    In life, the importance of timing is obvious. You could miss boarding a plane by a minute,…

Earlier this week we talked all about the discovery call. What it is, what it isn’t, the types of questions to ask, and different approaches to take to land more…

If you’re in sales, then chances are you know all about the discovery call. You’ve been on these calls, calling the shots, asking the questions. You might even see yourself…

There are two approaches you can take in B2B sales.    The first approach is to show up with an air of authority and confidence. You know your value and…

Sales is a game of slim margins. That’s what makes our field the most thrilling field in the world.    You walk a razor-thin edge between hearing “Yes, Tuesday at…

Closing deals isn’t some magical process. It’s not something that certain salespeople are gifted with, while others have to admit defeat.    Closing is for everyone. And closing is for…

If you cold call… you hunt.    If you cold email… you hunt.   If you lead sales meetings and close deals… you hunt.    If you do prospecting… you…

As you know, the B2B sales world is teeming with acronyms. We’ve got SDR, BDR, AE, ABM, CRM, KPI, and the list goes on and on. Alphabet soup, anyone?  …

Question: How do you know someone went to Harvard? Answer: They will tell you.    It’s funny, and it’s usually true.    After all, it’s hard to keep a good…

Stories are the lifeblood of marketing and sales.    So it’s no secret that the biggest brands in the world tell stories to motivate their audience to action.    With…