The Transparent Sales Leader: The structure of revenue leadership, optimized by science, on a bed of sincerity & transparency - now available!

The Low Prestige of the Sales Profession Years back, when I first started dating my now wife, Christy, she was telling her sister Kara about me: Kara: “What does he do?” Christy: “He’s in sales.” Kara: “Ugh. Gross!” What is your perception of the sales profession?...

Sales Leadership In Times Of Uncertainty Uncertainty. It's like kryptonite for our brains. (see March of 2020's lines for toilet paper) As uncertainty abounds once again, if you’re a sales or revenue leader, recognize the impact on your teams - and do something...

As a salesperson, you know way more than you think. It’s also very likely that your buyer knows way less than you think. That combination likely results in you losing to the status quo more than you realize. Also known as the "curse of knowledge", here's what I...

Are you less likely to have the following happen than the average driver: Scrape the side of your car or bang your side view mirror at the drive-thru? Lose control of your vehicle while driving at a high speed? Bump another car while pulling into or out of a...

Do the people who say, “those who can’t sell, teach” also believe that only top-performing salespeople can be good sales leaders? Sprung from George Bernard Shaw's quote from 1903, “Those who can, do; those who can’t, teach.” there's a bubbling trend of posts &...

Sales Leadership Short: Where Are You Headed? This may sound obvious - but how does your leader know where to take you if you haven’t told them where you wanna go? The turning point for my entire career was a 20-minute car ride with my CEO, sixteen years ago. I had...

Objections are gonna happen. The best way to handle sales objections? Lead with the ones you'd be thinking about if you were sitting across the table. That may sound bold. However, I believe it's bolder (*cough* not smart! *cough*) to know what objections might come up and hope they don't!

The Future of Sales - A counterintuitive perspective at how the sales profession has not changed, how it is changing, and opportunities to take advantage... “Buyers know more nowadays!” Articles, social media posts, podcast episodes, and even entire books have been...