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

How to Adjust and Improve Sales in Difficult Times

The pandemic caused by COVID-19 has led to dramatic travel and meeting restrictions and had a sobering effect on selling. The hallmark of the sales profession is personal connection, and that has been turned on its head – for now, at least. But now is not the time to disappear for a few months an...

How to Keep Selling in Times of Fear and Crisis

At the Sales 3.0 Conference in Orlando this week, we held an impromptu panel discussion about the responses to COVID-19, which has now been...

How to Become a Sense Maker to Your Prospects and Buyers

If you’re in sales and you feel like it’s getting harder to win deals, it’s not just you. The world of buying and selling has gotten much mo...

You'll Win More with a Strong Leadership Mindset

Sales is leadership. It is about leading people toward a solution. You are setting the emotional tone, building trust and rapport, and speak...

What Happens When Sales Leaders Get Super Stressed?

It was the end of my quarter as the Cisco sales leader for our New York financial services business – a cutthroat, fast-paced, competitive $...

The AI for Sales Explosion

It used to be every decade or so a new technology appeared on the horizon. You could see its faint outlines, but it had to go through years...

New Ways to Make Sales Training More Engaging and Effective

These days sales teams face a barrage of new information and technologies. Anyone in sales enablement, or who has worked with sales enableme...