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…

According to the Harvard Business Review, “The flywheel was used by James Watt over 200 years ago in his steam engine, the invention that powered the Industrial Revolution. It is…

Ask the average person walking down the street about sales.    Chances are they’ll tell you that sales is cut-throat. It’s difficult to make a living in sales. It’s even…

The folks at LinkedIn often tap me for my sales expertise. And most recently they asked me about failure in sales. Specifically, they asked what is one lesson I’ve learned…

A doctor’s credo is “First do no harm.” The salesperson’s credo is “just don’t put your foot in your mouth.”   I’m only half-kidding. Of course, the real B2B sales…

It’s challenging. It’s rewarding. It’s the most thrilling career on the planet.    B2B sales is like no other field — and it’s certainly not for the faint of heart. …

It’s the age-old question: quantity vs. quality in cold calling. Which is better… and why?   Should you focus on sheer numbers — calling through an entire industry in a…