Sales is a contest, a competition. Because this is true, selling is about creating a preference to work with you, your company, and your solution. The greater the preference you create, the more likely you are to win. For our purposes, we are…

Your marketing department provides you with a slide deck outlining what is changing in your client’s world as a way to start a conversation with your dream client. They intend to help you pass “the relevance test,” proving you belong in the room…

Selling isn't easy under the very best of circumstances. There are things you can do to make it much more challenging without intending to. The following list of mistakes includes the root cause, providing you with the beliefs that encourage the…

There is nothing more critical to success in sales than your command of the fundamentals. Those fundamentals include things like prospecting, commitment-gaining, presenting, overcoming objections (what we more accurately describe as "resolving…

This license entitles the holder to hunt for new opportunities. In exchange for this privilege, the holder will obey the following rules and guidelines:

1. The holder of this license will be required to pick up the phone and call their…

Outside of door-to-door sales, there may not be a better first role in sales than Sales Development Representative. Because your purpose is primarily prospecting, you build the habit of scheduling meetings that you can convert into opportunities.…

There are different types of sales managers you run into during your time in sales. You can learn something from most of them, but leadership being as tricky as it is, it's often easier to point to how you get things wrong than it is to elucidate…

Selling is simple. It requires certain activities and outcomes that allow you to create and win new opportunities. These activities are well known and equally well documented. They are taught and trained and written about and captured on video.…

You may not yet have made your New Year's Resolutions. If you want your next year to be your best sales year ever, you are going to need to resolve to do something different. Maybe many somethings. The following list of some of the most important…

On one end of the spectrum, there are those who believe they should passively wait for a Request for Proposal as the single best way to acquire clients. On the other side, some refuse to respond to RFPs altogether, believing it is a waste of their…