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...

Your solution is not all things to all people - but at the same time, it is also very possible that your solution does more than even you think. When I was in grade school, our class was broken into groups, and each group was given a tennis ball. Our assignment? Come...

There are big lessons for us all in our careers from the journey Tom Brady is on to decide his next move. A word (just to make you smarter), a relevant career progression term and an idea await below. Throw out your word-of-the-day calendar. There are big...

Children Are The Best Worst Negotiators Have you seen the many posts and articles proclaiming that children are the best negotiators? Do a Google search. Piles of articles proclaiming the skills of children in negotiation, and how you as an adult should channel that...

“We’re f-ing with your mind, and we’re not even hiding it!” If you could manipulate someone into thinking your pricing was considerably cheaper than it actually was, and it would only cost you one dollar to do so, would you do it? How about if it cost you 1/10th of a...