Don't do this. Don't be like everyone else. Here’s what to do instead..

I get calls all the time from sales managers asking the same question: “How do I get my reps to prospect more?” It’s SUCH a common problem.

I had a customer once who was giving me SUCH great vibes; then crickets for weeks. This is what I did to get an answer.

I had the tendency to ignore smaller deals early in my career; big mistake!

Do these 3 actions and customers will LOVE you!

This is what customers want to see from us.

It’s getting bigger and bigger and I realized awhile ago that the smart reps are going to be the ones who embrace it.

I’ve spent a lot of my career doing research, and here’s just a few of the things that really annoy customers.

Sales people are motivated by money. If you want to have good salespeople working for you, pay them, and pay them well.

It always amazes me how often people are being paid to "teach sales" who have never really done it.

I used to do this in the early days and it didn’t get me very far; here’s why and what you should do instead.

My first year in sales was frustrating but the hard work truly paid off! Here’s what I did…

During a sales call, it's crucial to resist the urge to interrupt, no matter how tempting it can be.

THIS is your customer’s main priority and here’s how you can help…

This is what your customers actually WANT to hear!

Don't be a mediocre sales rep; do this 1 thing to be an AMAZING rep.

Don’t be scared to call your customers, especially prospects. 

You don’t have to be an extrovert to win at sales.

This is what managers should be doing instead.