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.

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

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.