As we ring in the new year, many sales professionals find themselves eager to hit the ground running but unsure how to fine-tune their strategies for the road ahead. Much like winning the Daytona 500, achieving sales greatness requires more than speed—it demands a detailed plan. Auto racing isn't just…

As the year draws to a close, finishing strong isn’t just a motivational slogan—it’s a strategic advantage. Here are ten actionable ideas to help you make the most of the remaining months and set a powerful tone for the year ahead. 1. Position Yourself as an Advisor Stop thinking of…

In sales, the secret to success lies in mastering a few key strategies. Over my 30 years in the industry, I’ve come to realize that if you follow three essential steps, you can sell just about anything to almost anybody at almost any price. These principles apply whether you're selling…

I want to challenge you with a bold idea: Stop being yourself. It might sound strange, but being yourself in sales could be hurting your business. Why? Because your natural selling style might not match the personality of the buyer you’re trying to connect with, and that mismatch could cost…

Let’s face it—cold calling can feel like one of the most challenging and least rewarding parts of a salesperson’s job. Whether you’re a seasoned sales veteran or just starting, the truth is, cold calling often stinks. The good news? It doesn’t have to. In today’s digital age, we can flip…

This week, we're focusing on putting some sparkle and shine on the presentations you make to your customers. This isn't a conversation about slide decks or how to use Zoom effectively. Instead, we're focusing on the three main components of every sales call that you need to polish to really…