Hard work beats talent any day of the week.    I’ll hire a young guy or gal who’s hungry and driven before I’ll hire a Harvard grad with pedigree and…

“Whether you think you can, or think you can’t, either way you’re right.”    You’ve probably heard that Henry Ford quote before. It makes its rounds because it’s THAT good. …

Every “No” in sales is like a bullet. It can sting. It can lay you out for days. It can even kill.   Or… if you have the right mental…

Numbers don’t lie: According to Sales Hacker, 83% of sales professionals believe their environment has a significant impact on their performance. And they’re right.    You’ve heard the old maxim…

“If you ain’t first, you’re last.” -Ricky Bobby   Sure, it’s funny. But this quote is 100% true in B2B sales. If you aren’t the first salesperson to contact the…

Companies that nurture leads create 50% more sales-ready opportunities than those that don’t nurture leads. Yes, 50% more sales-ready leads!   Now, it might shock you that fewer than 50%…

Let’s be real. Building a team stacked with rockstar salespeople is no easy task.    The usual process goes something like this: Writing and posting the open position(s), getting tons…

So you want to close more deals and crush your sales numbers this quarter?   Then you have to start opening story loops when cold calling and anytime you’re on…

If you’re a regular reader of my blog, you know that sales has a lot in common with soccer. And seeing that I was inspired by sitting front row at…

Imagine you’re at a car dealership, and you see a cherry red Porsche Macan sitting in the lot. The price on the windshield says $114,000. That’s a lot of money…