The Harvard Business Review doesn’t mince words when it describes the gatekeeper’s function. “By controlling (literally keeping the gate open or shut for) information and, sometimes, vendor access to corporate…

If you’ve ever listened to Tony Robbins, you know he’s all about fundamental mindset shifts to achieve peak performance.    He also talks a lot about hacks — whether it’s…

Need a pick-me-up? Try smiling. Want to persuade others. Try smiling. Looking to book more meetings with c-level executives? Yep, you guessed it — try smiling.   Studies have shown…

Dr. Kessler, a professor at Harvard Medical School, says “The goal in life is constant hypomania: you never sleep too much; you’re on; you keep going.” (Source)   A hypomanic…

A sales development representative (SDR) is responsible for generating pipeline, usually by cold calling C-level decision-makers. Their main responsibility is to get qualified sales meetings on the calendar.    Easy,…

The 2022 World Cup is in full swing, and the U.S.A. national men’s soccer team gave it a valiant effort. Let’s learn what we can take away from the performance…

Last week we kicked off the 12 Days of Christmas with some timeless cold calling wisdom. To recap, each day so far we focused on just one of the principles…

December is here and that means Q4 is coming to a close. More importantly, it means that Christmas and a whole lot of quality time with family is right around…

This past year, 2022, has ushered in loads of changes in the world of sales. Sales technology has advanced, video prospecting has gained serious momentum (hello Loom), and sales teams…

Back in the glory days, before the internet, it was normal to call a prospect again, and again, and again. Living and dying by the phones was the name of…