It’s 2024 and the B2B sales landscape is fierce.    Some markets (ahem, tech) are moving at breakneck speed. And more and more organizations want a piece of the pie. …

In one of my favorite books, Atomic Habits, James Clear writes “You don’t rise to the level of your goals. You fall to the level of your systems.” Go ahead…

Rejection. Stress. Pressure. Competition. Fear of failure.   There are countless reasons why salespeople second guess themselves.    Or worse… fall into a pit of crippling self-doubt.    On the…

“There’s no such thing as a No Sale call. Either you sell him some stock, or he sells you on a reason he can’t. Either way a sale is made.…

Imagine that you’re holding a delicate, golden thread. Your prospect holds the other end of the thread.   Naturally, you’re inclined to pull your end of the thread, as you…

We know that emotional intelligence (EQ) is critical in leadership at all levels. In fact, Harvard Business Review claims that emotional intelligence is “one of the most sought after interpersonal…

A 2023 study conducted by McKinsey found that 70% of B2B executives say that emotion plays a significant role in the decision-making process.    And Harvard Business School professor Gerald…

The 2024 presidential race is upon us, and the future of America hangs in the balance. Trump is the forerunner with Nikki Haley gaining some steam, and Gavin Newsom running…

  Not long ago I had to go to the DMV. To get there, I had to drive through some sketchy neighborhoods. And as I was driving, I kept an…

Sometimes it pays to be young and naive. Truth is, young salespeople believe the world is their oyster (and it is!). So the young guns can be efficient and effective…