Packing up and walking away from a deal that is going nowhere is one of the hardest things to do in sales. Even some of the best salespeople I know have continued to work on accounts that, from any observer's point of view, were a complete waste of time,

There is no magic fairy dust that will miraculously rescue a stalled deal. Frankly it does not matter how good you are, how much experience you have, or how much passion you have. If you are not dealing with qualified prospects you will not close business

Smart account managers are constantly analyzing each of their customers and developing solutions designed to help those customers deal with their unique problems. Why is this so important? When you proactively tackle problems, customers see you at your b

Those other guys - your competitors - let's be honest, life would be so much better if they weren't there. Most red blooded salespeople have fantasized about how awesome it would be if there were no competitors. You might wish your competitors would disap

Jeb Blount is the bestselling author of People Buy You and an internationaly recognized expert on sales. He believes that Sales Professionals are the Elite Athletes of the Business World. On the Sales Gravy podcast Jeb teaches you how to open more doors,

Words are powerful. The subtle differences in the language and words we use are directly connected to how you feel, your attitude, and ultimately your success.

Many sales professionals are asking valid questions about the value of social media - they have doubts; and for good reason: Leveraged incorrectly social media can and will eat away at your prime selling hours, steal your commission checks, and potentiall

The one place savvy businesses are investing, is in their sales organizations. They are spending money on sales hiring, sales onboarding, sales training, sales tools, and technology to support sales teams. The reason is simple: corporate executives and bu

Sometimes you need to slow down to speed up. Sometimes it is not about trying harder, it is about trying differently.

Emotional intelligence is the game changer in twenty-first century sales. In our hyper-competitive global economy, where buyers have an information advantage, the tangible attributes of a product or solution are less important that the emotions derived f