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…

Ask yourself – what’s going on in your prospect’s mind during your very first conversation?    Pricing. Period. They want to know “how much you cost.”    That is… until…

It’s 2023, and content is still king.    That’s why TikTok has blown up. That’s why Google (blogs) and YouTube (videos) are the two biggest websites in the world.   …

If you’re in B2B sales, you know that it’s complex, chaotic at times, and absolutely thrilling.    With prolonged sales cycles, the buyer journey is becoming less of a sprint…

Today’s B2B sales strategy is for the SMB founder, CEO, or biz-dev leader.    You want sales. You need sales. And you know that sales is the lifeblood of your…

According to HCI, a lack of clarity is killing organizations. When people are unclear of their role and expectations, things start to fall apart.    But what about clarity at…

Imagine this scenario. You are a local in a small Portuguese village fifty years ago. You’re walking your sheep along a country road. Suddenly you cross paths with a foreigner,…

The statistics are absolutely staggering.    Studies show that close rates hover around 30-40% for top sales pros. That means for every 10 SQL’s, three to four make it down…

There’s the LinkedIn we all know and love. And then there’s LinkedIn’s smoothe older brother, LinkedIn Sales Navigator.    If you’re not familiar, Sales Navigator is a social selling platform…