Experts will tell you that time kills deals. But time doesn't kill deals, especially if you are engaged in a complex sales, where your buyer doesn’t make the decision frequently enough to know how to make a good decision, and where the decision…

You will be asked to negotiate things you must never trade away. Whatever is offered in trade will never equal what you are being asked to give up. The following list includes the things forbidden from being negotiated away.

1. Integrity or…

There are more variables to competing and winning in sales than your company, your products, or your pricing. Many of the variables are under-appreciated. They are also within your control. Here is a list of variables that may cause you to lose to…

There isn’t much better than asking your dream client a question to which they answer, “That’s a great question.” You may have had clients say those very words to you, but you may not know what made it a good question—or how you might…

Because the buyer’s journey or process (or both) are more nonlinear than ever, that sales process (or sales conversation, if you will) follows suit. The fact that both are nonlinear speaks to the fact that you often have to figure out what to do…

The following is not a true story, even though it may resemble stories you have you heard. No names will be used, to protect the guilty (and the highly sensitive).

A kid decides to open a lemonade stand. He sets up shop at a busy corner, and he…

There are ways to speed up your sales process; many—if not most—are unhealthy. You can rush through the process, not giving the conversations your client needs the appropriate time and attention. You can speed past some of the necessary…

If you look for reasons you can't do something, your mind will look for evidence to confirm what you want to believe. The question you need to ask yourself is, "Why do you want to believe external forces are preventing you from achieving some…

My first job in sales was cold calling for a national charity when I was fifteen years old. When I was eighteen, I joined my family's business and was required to sell B2B with no training, and with hair past my shoulders. After I moved to Los…

There are all kinds of beliefs a sales management or sales leader might hold, some healthy, many more unhealthy. If you want to turn in your best performance, those results will start with your beliefs, your mindset. Here is a good set of beliefs…