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This stat shocked me--are we in a sales crisis?

I think I am in shock. I don’t even know where to start. There is no good way to say this, so let me just say it. 86% of sellers today are bad at consultative selling and the only thing we are worse at is closing.

This Is Killing You and Your Sales

So, what is the one biggest hidden thing that is impacting your sales and possibly killing you?

What's the goal of coaching?

So I want to share with you a recent conversation that I had with the director of sales who was thinking about how to better coach his sales teams.

And the question I asked him, the very first, was what's the goal of coaching?

A Pandemic Growth Mindset

Normally at this time of year is when we start talking about the end-of-year. How to close it out strong, how to prepare for next year, how to start revamping that hiring process… Normally.

2020 has been everything and anything but normal hasn't...

Cognitive Behavioral Tips to Sell on Value

Have you ever thought about how your mindsets and beliefs towards your own buying decisions impact your ability to sell? Well it does, and it can shackle you from being able to sell on value and overcome objections, like price and delaying of a...

Your Buyer's Buyer

Occasionally during a #livesaleslab, where salespeople come every week to share the struggles they have and get coaching on different strategies and techniques to try, unexpected conversations come up.

A recent unexpected conversation was...

A sales slump story

Everyone, at some point in their sales career, hits a slump. This guest post is the story of how one sales person got into, and out of, a slump.  

To be a GOAT Requires Mental Toughness and Unselfishness

This probably won't be the only comparison to sales that you will see come from the Superbowl. In fact, it probably won't be the only one you see in the coming weeks from this blog. 

After the Patriots won the championship game that sent them to...

How do you build trust as you move through the buying journey?

The title is a question a new client asked last week. It was such a great question, we decided to explore it further in this week’s #livesaleslab. Here is what he is learning:

13 Myths That Prevent Salespeople from Improving

Today is Friday the 13th, and it seems like all week long I have been witness to example after example of fear controlling how people around me behave. Maybe it is the full moon this week, or people’s reactions to the pending inauguration of our...