A day in the life of a rep heading toward sales burnout: You wake up ready to crush your sales goals, skip breakfast to get an early jump on calls, grab fast food between appointments, and by 2 p.m., you're…
Leadership is the single most important factor in a sales team’s success. You can have talented reps, strong products, and a solid sales process, but without effective leadership, performance stalls. As Duff Tucker, Sales Trainer, puts it on this episode…
Here's a question about sales territory disputes that'll make your head spin: What do you do when overlapping territories and shared relationships turn your sales team into a collection of lone wolves fighting over who owns what? That's the exact…
Sales activity is the lifeblood of your career. But for too many salespeople, it’s the very thing holding them back. You’re generating a ton of activity, your calendar is packed, your inbox is overflowing, and by the end of the…
Here's a question that'll flip your understanding of cultural intelligence in sales upside down: How do you win over a room full of skeptical Spanish teenagers when you're the obvious American outsider who barely speaks their language? That's exactly what…
In today's economy, being the account manager who keeps clients happy and renewals steady simply isn’t enough. Every budget line item is under the microscope. Customers want proof of ROI, so you have to show measurable value while driving growth.…
Overcoming call reluctance starts with understanding why even seasoned sales pros freeze up when it's time to pick up the phone. They're paralyzed by one simple fear: interrupting a prospect's day. That's exactly what Kirk Roberts from Richmond, Virginia, brought…
In 1960, two brothers scraped together $900 and bought a failing pizzeria in Michigan, launching what would become a cautionary tale about sales incentive programs gone wrong. Within months, one brother traded his half of the business for a beat-up…
The transition from closer to coach is where most new sales leaders struggle. You've put in the work, made the calls, and closed the deals. Your numbers speak for themselves. You were the rainmaker. The top dog. The one everyone…
Here's a question that'll drive you absolutely crazy: How do you sell professional services without giving away everything for free? That's the burning question from Laura and Adam, attorneys who are struggling with the classic professional services dilemma. Their intake…
If you're only showing up in one place, you're not showing up at all, which is why top sales reps are making multi-channel prospecting a priority and leveraging LinkedIn to get ahead. "The reality of buying and selling is that…
Should you use sales scripts to close more deals? That's the question I get from salespeople who are struggling to hit their numbers and looking for that magic bullet that'll transform their results overnight. They want to know if there's…