Here's a truth that'll make you uncomfortable: Getting rejected isn't the real problem. The real problem is that you're not doing the work upfront to lower the probability of rejection in the first place.That's the insight that hit when Wendy Ramirez, a

If youve been looking for a way to hit or exceed your annual quota, qualify for President's Club, or simply earn a bigger paycheck or bonus, focusing on helping business owners reduce their tax burden by investing in your product, service or software in

Is Your LinkedIn Personal Branding Built for Buyers or Bystanders?"Respectfully, you are not my audience."Performance coach Giselle Ugarte said that on a recent episode of the Sales Gravy Podcast, and it might be the most liberating thing you'll hear a

Here's the scenario that's playing out in sales organizations everywhere right now: Your team fought through a brutal first half of the year, rallied momentum in the second half, crushed their numbers, and now they're ready to coast through December.That

What Does a Perfect Bowling Game Have in Common With Top-Performing Sales Reps?Walk into a bowling alley on a Friday night, and youll see a scene that looks like pure recreation. The crash of pins, the rumble of conversation, the squeak of shoes on the

Youre Coachable, But Are You Truly Humble?Youve been coachable your entire career. You take feedback, adjust your approach, read books, listen to podcasts, and implement what works. Yet being coachable doesnt automatically make you humbleand that gap

Here's a question that'll stop you in your tracks: Would you let someone walk up to you, take your wallet, empty out all your cash and credit cards, and leave your family with nothing?Of course not. That's insane.But if you're in sales and you let rejec

Your prospects know when you're waiting for your turn to talk. They can feel when you're performing instead of partnering. And the moment they sense you're treating them like a transaction, you've already lost the sale, or at least the loyalty that comes

The automated "Great job, team!" email blasted to 47 people at 4:37 PM on a Friday isnt authentic appreciation. Neither is the generic gift basket ordered by someone in HR whos never met your top performer, or the corporate recognition program where nob

Here's a question that'll expose one of the most common productivity killers in sales: How much research should you do before making a cold call?That's the challenge Michael Bricker from West Monroe, Louisiana brought to a recent Ask Jeb episode. Five mo