That's the question every sales leader, CEO, and HR department is wrestling with as AI tools flood the market with promises to automate everything from prospecting to closing deals. Meanwhile, salespe

Is there such a thing as natural sales talent? Are top-level sales professionals born that way? Do they possess a gift from God that powers their ability to close sales? On this Money Monday, I answer

"I can't do that." - How many times have you said those four words when facing a challenging sales situation? It could be picking up the phone to make that intimidating cold call. It could be asking f

Here's a question that exposes one of the most dangerous myths in modern sales: How do you set the right pipeline creation target to consistently hit quota? - That's exactly what Maryellen Soriano fro

Have you ever been working on a deal where you had this feeling, this intuition, this Spidey sensesomething in the back of your mind telling you that this wasn't going to close? That you were going t

Your sales team just closed a $50K deal. Marketing takes credit because the prospect downloaded three whitepapers. Sales takes credit because they nurtured the relationship for six months. Meanwhile,

Here's a question that'll make your head spin: What do you do when your top performer is crushing quota but not hitting a required talk time KPI? - That's the question posed by Josh Robich and Josh Ne

If you are spending more time staring at your windshield instead of looking into your customers' eyes, you are doing field sales wrong. - Over the past couple of years, there's been a resurgence in f

AI isn't here to replace you; it's here to boost your game. Used wisely, AI can be your secret weapon. - AI is everywhere: in social selling, content creation, automation, to say the least. Here's the

If you're in field sales, you know the reality: You spend hours every week sitting behind the windshield, staring at traffic that's moving at the speed of molasses. Whether you're dealing with Atlanta