I work with thousands of sales professionals each year in workshops, full scale trainings, and boot camps. We usually start the sessions by asking the participants about their biggest sales challenge. You probably won't be surprised that the #1 challenge

Have a competitor using negative sales tactics to beat you and derail your customer relationships? I've been there and it is incredibly frustrating. In this episode I'm going to share with you how I've handled these situations and overcome negative compet

Salespeople are constantly sending emails asking me how they can close more business. My advice rarely has anything to do with closing techniques which, in my opinion, are almost always too little too late. In this episode we'll discuss the most important

Prospects are so crazy busy that as soon as you leave or hang up the phone they have already forgotten about you and moved on to the next pressing issue on their to-do list. If you don't have a firm date set on their calendar for the next time you will me

Salespeople and sales leaders seem to be on constant lookout for big ideas that will give them the winning edge. Perhaps you are one of them, combing the latest books, webinars, blogs, podcasts, and social media in search of the silver bullet that will ge

I don't remember where I found the eleven words that changed my sales career. I think I may have stumbled on them in a newsletter or magazine I subscribed to back when newsletters were mailed rather than emailed. What I do remember is the words instantly

Five of the world's top sales and leadership experts debunk myths and lies that are holding you back in your sales career. Featuring Anthony Iannarino, Jeb Blount, Mike Weinberg, Miles Austin, and Mark Hunter. These experts discuss prospecting and cold c

In sales, it pays to keep your secrets close and your mouth closed when it comes to the deals you are working on. In many cases I won't even discuss the details of my potential deals with people on my team because I am concerned that they may unwittingly

There are only three questions that really matter this year.That's it. The answers to these question will determine where you stand when you look back at this same time next year. Will you raise your hands in victory or be left sitting on a big pile of sh

There are three words you should never use in sales. Most salespeople say them without thinking - without considering the consequences. Yet these three words cause sales conversations to abruptly shut down and deals to stall. (Hire Jeb to speak at your n