My first day in sales was August 12, 2004, so this past Friday marked my 18th anniversary. That sounds like a long time, except I can’t imagine doing anything else, so in that way it doesn’t feel like any time at all.

I’ve been asked a few times what I would tell a younger version of myself who is just getting into the field. So I decided to write him a letter.

Here’s a simple way to tackle this exercise because it’s critical to your sales process.

Is the cost objection to make you go away… or is there something else?

There are some real lessons salespeople can learn from this blend of chops, finesse, and attack. 

You won’t be as successful as you could be if you try to sell like someone else. 

Taking on a new sales role often feels like drinking from a firehose. Use these tips to think differently.

What it really means to take ownership, and four ways you can start, now.

Don’t equate the lack of a yes with a no. You’re projecting rejection.

A few quick things to prevent breaks in your process, and a deeper a deeper look at why prospects go dark.

These lessons from top sales professionals may help you find the balance you’re looking for.

Be careful not to mistake good marketing for the truth.

You have all the pieces. The challenge is being patient.

You have all the pieces. The challenge is being patient.

The most important aspect of effective leadership probably scares you to death.

Trust is the most valuable currency in the universe. Earn it, protect it, and be careful not to squander it.

If sellers want to be successful in the future, the roadmap is right here in front of us.

Is it the shop across the street? Is it the big-name in the marketplace? You’re probably wrong.

Hint: your prospects are not looking for new friends.

Salespeople give up on their prospecting efforts entirely too quickly. Rethink your perspective and your preparation.

A return to normal is not the solution you should be looking (or waiting) for.