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…

Let’s face it. Sales can be scary. Whether you’re new to sales or a seasoned veteran — everyone has nerves that can get the best of them.    Imagine you’re…

I always say that B2B isn’t for the faint of heart.    You might be on top of the world one month, and the next month you’re struggling to stay…

There’s no question about it. Timing is everything in sales and life.    In life, the importance of timing is obvious. You could miss boarding a plane by a minute,…

Earlier this week we talked all about the discovery call. What it is, what it isn’t, the types of questions to ask, and different approaches to take to land more…

If you’re in sales, then chances are you know all about the discovery call. You’ve been on these calls, calling the shots, asking the questions. You might even see yourself…

There are two approaches you can take in B2B sales.    The first approach is to show up with an air of authority and confidence. You know your value and…

Sales is a game of slim margins. That’s what makes our field the most thrilling field in the world.    You walk a razor-thin edge between hearing “Yes, Tuesday at…

Closing deals isn’t some magical process. It’s not something that certain salespeople are gifted with, while others have to admit defeat.    Closing is for everyone. And closing is for…