Techniques don’t always transcend generations.

If there’s one skill set that is consistently lacking in a sales professional, it’s around discovery. People think they know how to ask good questions, but they don’t.

This is where the real magic happens. It’s no wonder that it’s the biggest separator between top performers and the rest.

Sellers aren’t spending enough time doing good discovery work to make those prospecting efforts really pay off.

It’s so simple, I can’t believe I have to write this, but simply put: Do your reps know where their revenue growth can come from this year?

Several years ago, I learned something that fundamentally altered the way I sold and dramatically changed the trajectory of my career. It wasn’t a new piece of technology. I didn’t read a book that gave me a tremendous new insight. I didn’t even find a new mentor.

You’ve likely come out of 2020 as a better human being than you were, even if your business or your job don’t look anything like they used to.

Here are a few takeaways from a tumultuous year.

It’s still important to take content (blog posts, videos, how-to guides, etc.) to our customers rather than just putting it somewhere we hope they’ll find it.

There are three obstacles between you and sales success… overcoming them starts by knowing them.

Nothing will change substantially in your world just because you hang a new set of papers on your wall.

A lot of people are looking forward to turning over a new leaf and using a new calendar... but this year ain’t over yet, and there’s still work to be done.

As you look at the year ahead and forecast revenues, it’s important to know how to best identify your opportunities.

Chances are you just want people to raise their game a little bit and see some incremental improvement. That means you need to raise yours.

When you get your priorities straight, good things happen.

This seven-question framework establishes accountability within your sales team and improves results.

In order to be successful, you need to do enough of the things that will make you successful. That's a simple concept, it's the 'whats' and the 'how manys' that are tougher to define.

There's no such thing as an overnight success. Fortune favors those who are willing to show up every day and earn it.

Too many salespeople are worried about saying the right thing instead of being someone worth talking to. It's like participating in a conversation by waiting for your turn to speak instead of listening to what the other person is saying.

As much as our one-track minds would like to make us believe that there's one very best way to do things, there are almost always several solutions to the same problem.