Quick idea for you…hope it helps! If you have to engage in email prospecting as a part of your role, consider this: As an individual moves up in an organization, the volume of inbound email they receive grows. Your senior leadership team is likely getting...

Is it still a good idea to staff your conference booth with salespeople? By now we all know that, as human beings, we’re wired to resist being “sold to”. We want to be in control, want to choose what we evaluate, and want to be able to confidently predict what our...

Over the weekend, I saw a post on LinkedIn from a long-time veteran of sales. It started in all caps, questioning why anyone cares about books like The Challenger Sale, SPIN Selling or any others – as he hasn’t read any, not knowing what they were until he...

Last year, you gave it your all, right? You did everything you could to perform at your best. And here we are; it’s mid-February, likely the first quarter of your new fiscal year, and you just received a higher quota. Not just higher…20% higher! How will you...

Watching the post-game interview with Rob Gronkowski reminded me of some career advice I received ten years ago, which I believe has served me well ever since. Never make a decision regarding super important things like your career during emotionally charged times...

Just wanted to thank everyone for the incredible feedback on the book so far. Seriously – it’s humbling. To spend a year writing, editing, proofing, getting endorsements, then sweating out whether it’s going to blow or not, the fact that people are getting...

Have you ever had an idea, then found a book that was written in 1957 that already nailed it? Ok – maybe not, but it’s amazing how far the sales profession has come in the past 70+ years, and at the same time, how far it hasn’t! I’ve had a book on my...