You just wrapped up an amazing sales call. The prospect seemed excited. They asked great questions, showed buying signals and even mentioned how your solution might help their business. You hang up feeling confident that a deal is coming your way. Then, nothing. No returned emails. No answered calls. No…
Sales Math: The Numbers Every Salesperson Needs to Know
Friends, I’ll admit something right up front: I am not a big fan of math. I love commission checks. I love hitting goals. I love closing deals. But spreadsheets, formulas and complicated sales calculations? Not exactly my idea of a good time. That said, every time in my career when…
The Death of the Elevator Pitch
For years, salespeople were taught to perfect their elevator pitch. You know the drill. You get on an elevator with someone on the first floor, and by the time you reach the 10th floor, they know who you are, what your company does, what you sell, and why they should…
Stop Asking ChatGPT To “Make An Ad”
Most people are using ChatGPT the wrong way. They type, “Create an ad for a plumber,” or “Make me a web ad for a bank,” then wonder why the ad sounds generic. That is not a ChatGPT problem. That is a direction problem. AI can help you create better advertising.…
The Prospecting Trifecta: Three Daily Habits That Fill Your Pipeline
If your pipeline is thin, your problem is not closing. It is prospecting. Prospecting is the engine of revenue. Without it, even the best presentation skills and pricing strategies will not matter. The highest performers in sales training programs understand this. They treat prospecting as a discipline, not an afterthought.…
Sales Volume Matters, But Only When Your Calls Have Value
There is a big difference between making a lot of sales calls and making a lot of effective sales calls. Most salespeople already know they need outbound calls in their process. That is not the debate. The nuance is this: volume only works when your outreach is relevant. If you…