If you’ve ever heard me teach sales, you’ve probably heard me say this approximately 4,732 times: Questions are the key to selling. Want to have better sales conversations? Ask better questions. Want to understand what your prospect really needs? Ask better questions. […]

Yesterday I had a minor medical procedure. An endoscopy. Nothing serious. But they gave me propofol as the anesthetic. If you’ve never experienced propofol, here’s my highly scientific explanation: They give it to you…and then somebody steals a chunk of […]

There’s a huge mistake salespeople make when it comes to negotiating: They try to win. They want the highest price. The fewest concessions. The best terms. They want to walk away from the table thinking, “Ha! I got the better end […]

Somewhere along the way, selling got complicated. REALLY complicated. We have a wide variety of sales methodologies. A gazillion AI tools. CRMs. Automated sequences. Intent data. Social selling strategies. Personality assessments. Call analytics. Dashboards that have dashboards. Pretty soon, you need […]