As technology progresses, salespeople’s tech stacks only seem to grow. Even the best data won’t help us sell more or... more

Salespeople know that relationships create revenue. Unfortunately, they usually focus only on the relationships they have with prospects and customers.... more

As salespeople, we may understand how to educate and provide value to prospects, but finding and hiring top sales talent... more

Ownership is a popular topic, but how do we implement it in every sales conversation? That is the question... more

One of the easiest sales to make is to someone who already bought from you. But what happens if... more

We all want to do business with more great customers, but how do we find them, and how do we... more

Salespeople are always on the hunt for ways to differentiate themselves, but many overlook one of the easiest things they... more

Whether we are standing up a new team or up leveling up an existing team of sellers, outbound sales are... more

Many salespeople earn a great living from customers who keep coming back. But for those of us just a building... more

One of the toughest parts about selling are the assumptions we make. As we have more and more conversations,... more

Many salespeople are focused on understanding every aspect of the features and benefits of what they sell. The problem is... more

Many salespeople are responsible for servicing existing customers while developing new business. It can be tough to juggle this type... more

Too many salespeople spend time on accounts that go nowhere, and too many sales leaders struggle to get their... more

Success isn’t a one-person show in sales. We each have a team and partners that ensure we have the... more

The more honest we are, the better our conversations tend to be – but to many salespeople leave their transparency... more

If you’d like to be the salesperson that your prospects can’t wait to hear from, it means you need to... more

When we meet a prospect who ‘gets’ us, what we sell, and immediately see how it could benefit them,... more

Too many salespeople wait until they’re in a meeting or in a conversation before they start performing, and it results... more

Salespeople’s biggest struggle isn’t caring about what they sell, it’s convincing prospects why THEY should care. There’s a group of... more

Too many salespeople and sales teams think they’re operating on their own in their companies, with little support or understanding... more

We all know that the more prospects we’re pursuing, the more potential revenue we have, but how do we manage... more

If you’re spending time driving deals only to get stuck in negotiations, you’re going to love this week’s episode of... more

Most salespeople wouldn’t consider ‘purpose’ as one of their most powerful selling tools, but in study after study, those with... more

Money is one of toughest subjects in any relationship, and it’s often the one that stalls or destroys even the... more

Developing a trusting relationship is a key to success in sales, but how do we ensure we have a pipeline... more

If you’re in an industry where buyers are shopping you on price, you’re not alone. Even if what you sell... more

For many salespeople, the ability to quickly build rapport is something they either have, or don’t. Because rapport is... more

Salespeople know that selling to an existing customer is easier than selling to a new one, but few take the... more

Senior salespeople often seem like they only deal with the best prospects: The folks who are most responsive, engaged,... more

Whether you’re drowning in new leads or scraping the barrel for business, there’s one process you can’t ignore if... more

Salespeople dread cold-calling and will often come up with creative ways to avoid it. However, we all had a... more

If you think your sales process is complicated, welcome to the complex sale. You’re juggling decision makers, conflicting goals, shifting... more

Leads are the fuel that powers our pipelines, but too many salespeople forget to top off the tank. To avoid... more

We know that if we’re not growing as salespeople, we will be left behind. But how do we identify... more

Want to start an inter-office fight? Pit sales and marketing against each other. When these two teams work together,... more

The more meetings we book, the more conversations we can have, and the more chances we have of making... more

In the battlefield of sales, we can’t hope to win with outdated technology. Fortunately, the most effective piece of... more

It’s upsetting to lose a deal, only to discover that your competitor got the business. And that the customer... more

When it comes time for us to scale our teams, we’ll want to make sure we’re not caught off... more

Most salespeople are focused on why someone should buy from them, and then they’re surprised when the deal stalls... more

‘Doing more with less’ is a phrase that drives most of us up a wall, but in this week’s podcast,... more

Relationship selling’ is a popular term, but too any salespeople wing their relationship-building during sales meetings, hoping their charisma... more

If you want to know how to get prospects into conversation, this episode is for you. This week, we sat... more

The problems that stop our sales are rarely a surprise, but they are always annoying. They’re annoying because we... more

If you’re spending time chasing down prospects, leaving voicemails and sending emails into the ether, you’re going to love... more

In this insightful episode, we sat down with Bill Parry, Director of Sales Enablement with Privitar and a Coast... more

It’s a fact: Stories sell. But how many salespeople hope they remember to use stories, and use the right stories,... more

Does your company offer a certification or warranty on what you sell? And does it make a difference in whether... more

In this episode of our podcast, we sat down with Ryan Staley, CEO of Wale Boss, to discuss how to... more

If your careers takes you to a leadership position, you don’t want to hope you figure it out as you... more

Whether you’re a sales leader or on the front lines, the cost of a poor hiring decision cuts deep. In our... more

In the world of sales, keeping your pipeline moving is crucial. That's why we sat down with Steve Gielda, author... more

In this episode of our podcast, we sat down with Collin Mitchell, sales expert at Humantic.ai, to discuss how sales... more

Are you struggling to achieve sales goals? Trying to get back on track after some tough calls? We sat... more

Ever wasted months pursuing a prospect only to discover they’d make a horrible customer? During our latest podcast episode, we... more

Selling is tough enough, but too many of us stop when the sale is made. In this episode, we sit... more

Top salespeople seem to be the ones prospects seek out, and they’re the envy of everyone else on their team.... more

Salespeople often struggle to convince prospects to take their calls, review materials, and make decisions. Yet, each of us... more

We all have that one task we avoid at all costs, and it usually costs us dearly. Whether it’s cold... more

Being the person our prospects and customers turn to when they have a problem is a great place to be,... more

Salespeople are reviled, but not for the reasons they think. It’s not because they’re calling unannounced. Rather, it’s because salespeople... more

Salespeople are excited to get into conversations with potential customers, but that excitement can quickly turn to fear if the... more

Salespeople, by their nature, want to be accommodating and easy to speak to. However, top-performing salespeople are too busy to... more

Salespeople spend entire careers creating customers that keep coming back. These salespeople don’t have to prospect as much and they... more

It’s go-time. The prospect’s name and number are in front of you, and you’re about to hit ‘dial.’ What did... more

Discovery is one of the most critical jobs of a salesperson, because we need to know if we can help... more

‘Pitching’ has a bad rap in the sales industry, because too many salespeople ‘spray and pray’ when it comes to... more

If you knew you could make progress on any account you called on, would you pick up the phone more?... more

One of the easiest places to experience loss in a pipeline has nothing to do with pricing or competitors –... more

If our prospects don’t know how much we care about them, then we can’t expect them to care about what... more

Have you ever tried to convince a prospect to care about the features or benefits of what you sell? And... more

Unhappy people don’t tend to do well in sales, and there’s a reason: People want to have conversations, relationships, and... more

Salespeople often struggle through sales scripts and pre-built ‘pitches’ their companies provide them, wondering why the highest performers in their... more

Sales is a tough job if we think we’re responsible for controlling the actions of others. Often, however, top salespeople... more

Systems are part of nature and for the best salespeople, part of how they sell. When scientists conduct experiments in... more

A famous saying is ‘Knowing is half the battle,’ and it’s a saying that the best salespeople take seriously. Showing... more

Sales is a relationship business, but many salespeople sacrifice the sale to maintain the relationship. It is possible to have... more

When salespeople get desperate, they really turn on the charm. Unfortunately, buyers can smell it a mile away and it... more

There’s a saying that ‘you can’t teach an old dog new tricks’, and we’ve seen that apply to a lot... more

If you sell long enough, you’ll find yourself in a sales plateau. It might be in how you prospect, drive... more

If you’ve ever been nervous to reach out to a stranger and try to sell them something, you’re not alone.... more

Sales stall for thousands of different reasons, and most salespeople chalk it up to bad luck, inflation, or a stagnant... more

The time between when we meet with a buyer and when they say yes can be frustrating for a salesperson... more

We all know that our favorite topic is ourselves, but how many times do we apply that to how we... more

If you’ve ever found yourself having to spend time training the same topic twice on your sales team, you’re going... more

Salespeople around the world are always looking at ways to shorten their sales cycles, but according to Adir Ben-Yehuda, most... more

There’s a phrase in the military called ‘softening the target’. It means prepping your target for the main effort so... more

Most salespeople would rather be selling than training, and it’s because few can connect training with revenue and serving customers.... more

If you’ve ever felt like your prospects were waiting for you to stop talking so they could hang up on... more

Customer feedback isn’t just for improving customer experience. Properly systemized, it can actually be used to help us sell better... more

Whether we’re on an actual battlefield of on the battlefield of business, intelligence can determine whether we win or crawl... more

Mindset is a term thrown around a lot, but few salespeople understand how to actually build it. Whether you’ve been... more

Sales team meetings usually produce eye-rolls, and for good reason: Most are a waste of time. That’s why we sat... more

It’s a fact that most prospects feel ambushed when a salesperson calls them out of the blue, and it’s a... more

If you’ve ever become frustrated with the quality of the prospects you’re pursuing, you’ll love this week’s episode of Bulletproof... more

If we’re reaching out in the same way to every prospect, then we’re by definition ‘spraying and praying.’ That may... more

Social media sites are one of the few places we have a chance of interacting with prospects we might never... more

One of the easiest ways for us to lose a sale is by not fulfilling our commitments, but what happens... more

Whether it’s your first year in sales or your fiftieth, one thing that never changes is the need to develop... more

The best plans never work out as planned, but too many salespeople will either operate without a plan or wait... more