The most trusted site for professional selling skills, motivation and sales management know-how in the B2B environment.

Why It's Good that Sales Has Changed Forever

For all the sales leaders out there, I have good news and bad news.  The bad news is: sales will likely never go back to the way things were before the pandemic. There isn’t even going to be a consistent “new normal.” The coming years will be filled with a rolling set of changes – none of which m...

Save Your Sales Pipeline amid Coronavirus Challenges

The current coronavirus pandemic is swiftly impacting every major global economy – and businesses around the world are struggling to respond...

Eight Tips to Engage Participants at Your Zoom or Video Sales Calls

Tip 1: Grab their attention. In my recent TED talk, I mentioned an important fact: Two other TED speakers, Daniel Gilbert and Matt Killings...

Four Ways to Drive Real Sales Growth

Effective sales leaders understand that sales team behaviors are a major influence on sales results. They know how important it is to encour...

How to Solve the WFH Sales Management Challenge

Right now, a lot of sales leaders are worried about how to keep reps motivated, productive, and engaged while work-from-home (WFH) policies...

Expert Advice to Help You Navigate Pricing Issues

Considering making adjustments to your prices to adapt to the current moment? I specialize in pricing and speak to many experts across a wid...

How to Avoid Selling Too Soon with Customers

Are your salespeople’s conversations focused on product and price? Or do they have a deeper purpose? Right now, these questions are especial...