There isn't a day that passes without someone on LinkedIn or some other social platform publishing something about how much sales has changed, often citing the fact that salespeople are no longer useful to their clients (or necessary), since their…

One of the challenges with believing that Level 1 Value (the value in your product itself) is enough to create a preference to change providers, is that it leads to behaviors like sending a quote. Even if you sell a pure commodity, unless your…

The current thinking on sales is that your client is either unaware of the need to change or already motivated to change, something we might have described as either dissatisfied or satisfied. Naturally, salespeople prefer their dream clients be…

No one is born a great leader - but most people can become one. There are many different types of leadership and leadership styles and we are constantly changing and improving the way in which companies grow and mature. If you’re currently a…

Having been in sales for the majority of my adult life, I have a lot of insight into what it takes to become one of the highest-paid people in the profession. There are some vital keys to success in sales and laying down the groundwork early can…

To be effective at sales, you need practice and perseverance. Selling is an effort to beat the odds of rejection, and to do so you have to stay determined and be okay with not closing every sale. The best sellers don’t have a 100% track record…

Nothing can hold you back from your full potential and achieving your goals quite like fear. Fear can limit your success, stunt your progress and keep all your talents, hopes and dreams so far from reach that you end up taking them to the grave.…