Quick Summary The money in sales is in the follow-up, and nowhere is that more true than with inbound leads. Yet most salespeople quietly burn the best opportunities they get handed. They’re too slow,
Quick Summary In business, you introduce the lower-ranking person to the higher-ranking person, and you say the higher-ranking person’s name first. To introduce a junior associate to a senior executive, you name the executive
Quick Summary A good handshake is firm but not crushing, palm to palm with the webs of your hands meeting, paired with eye contact and a smile, and lasting about two or three seconds.
Quick Summary Your goal in the first few minutes of meeting a prospect or client is simple: make them comfortable enough to trust you and open up. In sales, that first impression decides whether
Quick Summary The most effective way to follow up with a prospect is to make it structured instead of hoping they call you back. Set a specific day and time for the next contact
If you’ve earned a real database through years of cold calling, you stop the eight-hour grind, not the activity itself. You still need a steady trickle of new contacts coming in every week to
Quick Summary A strong sales follow-up call starts before the first call even ends. Lock in a specific date and time, then show up prepared and exactly on time. Open by reminding the prospect
The accounts you feel safest about are the ones you’re most likely to lose. When account managers grow familiar with long-term clients, familiarity quietly hardens into complacency—and a hungrier competitor walks in with a
You don’t like being transferred from person to person over the phone, and your customers don’t either. To transfer a call without upsetting your customer, listen to the whole issue first, tell them who
An effective cold calling approach isn’t about a slicker pitch — it’s about earning the right to a conversation. The five elements below are research, asking questions, listening, honesty, and follow-through. Cold callers who
To follow up without being pushy, stop assuming silence means rejection, bring value to every touchpoint, and vary your communication channel until the prospect responds. Key Takeaways: Why Silence Doesn’t Mean No Have you
Jumping in to save a rep’s deal feels like leadership, but it trains your team to call you instead of solving problems themselves. Real sales leadership means coaching the rep, not closing the deal
Quick Summary The money in sales is in the follow-up, and nowhere is that more true than with inbound leads. Yet most salespeople quietly burn the best opportunities they get handed. They’re too slow,
If you’ve earned a real database through years of cold calling, you stop the eight-hour grind, not the activity itself. You still need a steady trickle of new contacts coming in every week to
An effective cold calling approach isn’t about a slicker pitch — it’s about earning the right to a conversation. The five elements below are research, asking questions, listening, honesty, and follow-through. Cold callers who
To prioritize prospects effectively, evaluate every opportunity using three variables: lead temperature, sales cycle timing, and deal size. Together, these factors show which prospects deserve immediate action, which need ongoing nurturing, and which belong in automation. Key Takeaways Why do so
AI works for sales when the purchase is simple and low risk enough that a buyer feels comfortable clicking a button without talking to anyone. The moment a deal gets complex, expensive, or risky,
AI call screeners are blocking more sales calls every day — and most salespeople are making it worse by leading with the wrong message. Getting past AI gatekeepers comes down to one thing: relevance.
When results drop and motivation fades, the fix is to increase your prospecting activity above your normal baseline, not wait until you feel ready. More calls create more conversations, more conversations create more opportunities,
The best way to measure sales success is with leading indicators—the KPIs and metrics that predict future revenue and let you fix problems before sales dry up. Listen to a deep dive discussion about
Time management is a myth. Time is fixed and unrecoverable — what salespeople can manage is how they choose to spend it. Every sales day presents three types of activities: trivial, important, and impactful.
Quick Summary The money in sales is in the follow-up, and nowhere is that more true than with inbound leads. Yet most salespeople quietly burn the best opportunities they get handed. They’re too slow,
The best pitch I’ve ever heard about didn’t have a single slide. It had an ax, an elevator, and a crowd that had no idea what was about to happen. The sales storytelling techniques
Sales complacency is the silent performance killer that sets in after winning — and the only defense is returning to the fundamentals that built your success in the first place. Key Takeaways When Success
Reading buyer signals means recognizing the behavioral and psychological cues prospects send before they ghost you, and using that information to keep deals moving toward a real decision. Key Takeaways The Neuroscience of Closing
When results drop and motivation fades, the fix is to increase your prospecting activity above your normal baseline, not wait until you feel ready. More calls create more conversations, more conversations create more opportunities,
No matter your industry or deal size, mastering how to negotiate in sales comes down to seven rules that protect your leverage and win more profitable deals. Prefer to Listen? Play the audio version
Summary A LinkedIn social selling strategy works when sellers show up with authenticity, not automation. The biggest mistake sellers make today is using AI to generate posts and messages in bulk, then publishing without
Summary The easiest way to spot a fake sales guru on LinkedIn is to ask one question: are they selling you something before they’ve proven anything? Fake gurus manufacture credibility through aesthetics and urgency.
Summary How do you know what sales advice to trust? Look at who’s giving it. Credible sales advice comes from people who are actively selling today, have a verifiable track record across years and
Jumping in to save a rep’s deal feels like leadership, but it trains your team to call you instead of solving problems themselves. Real sales leadership means coaching the rep, not closing the deal
If you want to know how to scale a sales team, document your sales process and prove your close rate before you add headcount, then decide whether your next hire is a leader or
Most sales forecasts fail for a reason no CRM can fix. Sellers stop telling their leaders the truth the moment honesty starts costing them something.
Summary The most effective sales compensation strategy for getting a small team focused on high-value complex deals is to layer a significantly higher reward on those deals without reducing incentives on transactional ones. Pair
The best way to measure sales success is with leading indicators—the KPIs and metrics that predict future revenue and let you fix problems before sales dry up. Listen to a deep dive discussion about
Summary When the market shifts, your salespeople are not going to figure it out on their own. That’s your job. As a sales leader, your responsibility is to see the change coming, get ahead
Summary: Most sales managers confuse empathy with sympathy and pay for it in team performance. Jeb Blount breaks down the real difference, why listening first is the most powerful coaching move you have, and
Summary: Q1 is feedback, not failure. Top-performing sales teams use a Q1 sales strategy review to assess whether they have an execution problem or a focus problem, then make targeted adjustments heading into Q2.
The sales player-coach — carrying a personal quota while also helping build and lead a team — is one of the hardest roles in sales, and most people in it burn out quietly. Surviving
