Procrastination is the silent killer of dreams. I’ve seen too many talented sales people fall victim to procrastination.    They sit at their desk in the morning. They put on…

There are two types of people in sales right now.    First, there are those having an existential crisis because of the sheer disrupting power of AI — especially in…

“Can you send me info?” Or, “Can you send it in an email?”   We’ve all heard it. Some of you might even hear this on a daily basis. And…

What happens when you put a busy CEO or VP on the phone with a first-year salesperson? It usually goes something like this:   Nick (sales guy) calls Jane Smith…

Trash your buyer personas. Bold statement, right?    Well it’s a different world out there, and the same strategies and tactics of yesterday no longer work. And let’s be honest,…

The C-suite is home to the busiest of all professionals. Take a quick peek at a CMOs Outlook calendar and you’ll see back-to-back-to-back meetings, all day, every day. So how…

According to Forbes, the roles that Artificial Intelligence (AI) will first eliminate are: Factory workers, couriers, investment analysts, security guards, and _____________.    Is “B2B Sales” the last on the…

Catastrophizing. It’s a big word with even bigger consequences. But what is it, and how can you be sure you’re not falling into this trap like millions of salespeople around…

You know that referrals are like gold in the game of sales. When a customer or client opens their rolodex and shares contact info, with a thoughtful intro to boot,…

We’re almost a quarter of the way into the new millennium, and this whole stakeholder thing only seems to get more tricky. Did you know there are now an average…