The Time I Lost It With A Prospect/Customer

Have you ever just lost it with a prospect or customer?

How to Choose, Track and Improve Key Sales Development Metrics for Predictable Growth

Analytics and reporting have always been a central part of sales, yet this increased access to data doesn’t always result in an increase in sales performance. Even with data readily available, strategy and tactical knowledge can be a challenge for reps and sales managers alike.

Sales Strategies, Tools and Tactics for Reps to Be More Productive and Close More Deals

Think about this: 89 percent of workers admit to wasting time at work, and well over 50 percent say they waste more than one hour per day on non-work-related tasks. While I know that not every single moment can be spent on tasks, this is a significant amount of time lost.

Advice I'd Give To My Younger Self (Part 2)

What if you knew a kooky scientist with a flux capacitor-equipped DeLorean who wanted to take you back in time to meet your younger self? What advice would you give yourself?

3 Social Selling Hacks to Help You Find Better Prospects Faster

The term Social Selling has made its way into sales lingo, and even into the sales process for some companies over the past year. You may have heard that 78 percent of salespeople using social media outperform those who don't. Possibly the best part about that number is that most of those salespeople have no training in using...

The Moment I Fell in Love With Sales

In the immortal words of Tina Turner, "What's love got to do with it?" In the case of this week's podcast, it has everything to do with it.

The Future Of Consultative Selling: 7 Shifts That Make Sales Success Inevitable

This is a guest post by Ago Cluytens, Practice Director at RAIN Group.

The Craziest Demand I've Ever Got From A Prospect

Some prospects find pleasure in making your life hell. Their demands can be crazy, but that's how it goes (not-so-subtle Ozzy reference).

The Craziest Thing I've Done To Close a Deal

Salespeople can be...umm...shameless. And we do mean shameless, especially when it comes to closing deals.

The Best Books for Modern Sales Professionals and How to Read Them All in the Next 6 Months

If you search for sales books on Amazon, over 100,000 titles come up. I’m a big believer in education, and books are the best way to develop your craft. But where should you start?