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 of it, and point your team…
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 companies, and are willing to acknowledge…
Summary How do you get your first customers when you have no sales experience and no reputation? Target people who have not committed to a competitor yet. Define a tight ideal customer profile, qualify fast on one disqualifying question, use…
Here is the truth about enterprise selling right now: the dividing line in the age of AI is people, not technology. The salespeople who figure this out are going to pull away from the rest of the field, and the…
Summary Prospects ask about price on a cold call because they are overwhelmed, not because they are serious buyers. The fix is a combination of better call timing, confident objection responses, and language that redirects the conversation toward a meeting.…
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 how to hold the line on…
Here is a question that comes up more than you might think: What do you do when your company is pushing you to have bigger, more strategic conversations with C-suite executives, but every relationship you already have is two or…
Philip is a character licensing agent in the Philippines. His job is to connect beloved brands, anime titles, video games, and comic properties to companies that want to put those characters on their products. Think milk tea chains, apparel brands,…
One of the hardest roles in all of sales is the player-coach. You are quota-carrying, deal-closing, pipeline-building individual contributor AND you are expected to show up as a sales leader, sit in planning meetings, and help stand up a division.…
Caroline from Dayton, Ohio asked a question a lot of salespeople are wrestling with right now: How do you use AI efficiently without losing your human touch? It is a great question. And the answer is simpler than you think,…
Here's a question that should stop you in your tracks: What do you do when you're booking meetings but prospects keep ghosting you? That was the challenge posed by Brittany, a sales rep watching her show rates crater quarter after…
Here's a question that cuts to the heart of what makes sales hard: What do you do when your commodity is identical to every competitor's, the buyer knows it, and the only lever they want to pull is price? That's…