Does not mean your customer is bottom line driven Within the first 24 hours of anyones sales career, they run into the oldest and most common objection: Price. It happens right away and it continu

Arm your salespeople with one of the most important tools With thousands of self-assessments on the market, DISC is one of the most important for salespeople. Typically, after taking the assessment, y

How to use story format to connect with your customers Every salesperson can help their customers by using a powerful story. The secret to a successful story in sales follows a format. These are n

How to build trust early in a selling situation Every salesperson can build trust faster, show more empathy, and develop deeper customer relationships by breaking the 4thwall on a sales call. What i

The most common feedback from sales training and how it can help you After more than 20 years of training and leading salespeople, I truly enjoy the one-on-one moments of feedback. Its that moment

Selling to the farmer AND the reseller It can be the best of selling methods and the worst of selling methods. This, of course, is the sales version of the opening line from the famous book, A Tale

How did your dad help you become a better salesperson? As many countries across the world will celebrate Fathers Day this coming weekend, I felt it best to honor all fathers, father figures, and anyo

How Steve Martin and a performance review can help you close more sales How can I close more sales? Its the most common question I get in sales trainingand not surprisingly, the most common weak

When was the last time you audited your territory or sales team? Honestly, when was the last time you took a good, hard look at your territory or your sales team? I mean looking at it like an audit w

How to stand out and stand tall with the power of speaking. Listen in as Sara Cross and I discuss the power of speaking at high-stakes moments. Whether its one-on-one on a sales call, speaking to a