Zoom fatigue is the excuse du jour for sales reps who can't seem to be getting the job done right now.

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.

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

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

When you get your priorities straight, good things happen.

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.

Every once in awhile it's good to review your fundamentals, especially as they relate to managing your sales funnel.

Do what's necessary to let things happen more than trying to make them happen, and I think you'll like the outcomes a lot better.

The “dog days” are upon us, but that’s not the only reason that your sales cycles are taking a little longer than you’d hoped. Manage your expectations, make sure next steps are in place, and then manage your expectations again…

You cannot deliver a valuable message without the attention of the recipient, yet that's exactly the step most salespeople try to skip.

When results are less than optimal, organizations typically go in one of two directions, and it's often not the right one.

Selling is a verb, not a passive state. Sales don't close themselves, they require someone to steward the process along. That's you.

Selling is not rocket science. If you want to grow your business, predictably, you need to diligently and deliberately engage in activities that will drive that growth. Non-essential meetings, social media, and most email doesn't really do that for you.

The Elevator Pitch, the 30 Second Personal Commercial, your Sales Story... They're all variations on the same theme. If you had a minute or so with one person and had a chance to tell them what you do or what you sell, could you?

What are the good attributes of salespeople like that? In an era where everybody is your friend because of social media, and we're all kinder, gentler sellers, can we take anything positive away from the 'old school' sales guy?

It’s amazing what happens when you take your time.

Hustle is not about doing more than anyone else. It's about finding ways to be more effective than anyone else. Sometimes, you accomplish that by slowing down.

The most powerful stories are the ones people tell themselves, and it’s easy to get swept away in the compelling arguments that everyone else is making, but is selling really any different “than it used to be?”