Brian Kemski wants to know how to stop prospects from ghosting him. He asks question that plagues salespeople everywhere: "What can I do about prospects who go through the process, seem interested, an

Your quota doesn't take a summer vacation, so your pipeline-building efforts can't afford to either. This is a reality check. Summer is coming fast, and if you dont get your pipeline positioned for s

Heres a hard truth most salespeople never hear: The most dangerous thing you can do is think like an employee. - On this weeks episode of the Sales Gravy Podcast, business consultant for entrepreneu

Tyler Goss, from Tampa, has two critical sales questions: 1) How do we achieve those "crazy" prospecting numbers I talk about in my books? 2) When should a lead become a pipeline opportunity? In this

During a practice round at a major golf tournament recently, one of the players hit an exceptionally beautiful shot. A fan in the gallery exclaimed, "Man, I wish I could hit a shot like that!" The pla

Here's the brutal truth: Self-awareness is the ultimate sales skill. - We obsess over skills like closing techniques, objection handling, and prospecting cadence. But self-awareness is the real make-o

If you're doing any kind of cold calling or prospecting, you'll eventually hear this objection: "I'm in a meeting right now." Paul Wise, a heavy cold caller from Normandy, France, targets product mana

Self-talk, what you say to yourself internally, manifests itself in your outward attitude and actions. As any elite athlete will tell you, the mental games you play with yourself between your ears wil

Lets kill the myth: sales coaching isnt just for newbies or underperformers. - Its for closers, leaders, and the ones who want moremore pipeline, more wins, more control over their career. If you

Kyle, a field sales rep from British Columbia, is struggling with a common prospecting challenge: how to consistently prospect when you're constantly on the move. Kyle's situation likely resonates wit