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…

Imagine that you’re sitting in a sales meeting with an account you’ve been working for several months. This is your big chance.    Things seem to be going well. You’re…

Question: Can you build a highly-successful 7- or 8-figure business off the back of cold calling alone?  Answer: Yes, without a doubt! I’ve seen it done before, and I’ve even…

Forget everything you’ve learned about selling. Sales is no longer about pitching products. Sales is about consulting. Consultative selling is the new way to win in sales…   But forget…

You might have some motivational quotes to keep the fire of success burning bright. Here are a few of mine:    “Don’t TALK about it, BE about it.”   “You…

Did you know that more than 40% of salespeople consider prospecting to be the hardest part of the sales process? 40%! The irony is that prospecting is the literal lifeblood…

Like it or not, the buyer’s journey doesn’t look like it used to.    These days the journey is long and winding, with an average of 6-10 stakeholders involved. And…