As I lay flat on my back, staring at the sky with the 20-foot ladder beside me and my reciprocating saw in the grass, I realized how badly I had misjudged the situation. That Sunday began like any other—with a to-do list and determination. One of my...

In this episode of Mastering Modern Selling, can a CRO replace a CSO or a VP of sales? Also, discover the single most important sales and coaching question that is sure to create new possibilities and more sales in every conversation. The post The Mo...

As I walked into the meeting, I couldn’t shake the feeling that something was off. The prospect seemed polite enough, but there was a tension in the air that I couldn’t ignore. I had a hunch that they had a bad experience with a salesperson before, b...

When I started in sales, I remembered this top performer. He wasn’t overwhelmed, running around, worried about making quota. So, I asked him, “How do you sell so much without being a frantic, sales maniac like everyone else?” He said, “You’re focusin...

The reason why you’re not achieving your goals is because you’re not honoring your core values. Here’s how to create Value Based Goals that are aligned with your integrity and who you are. Rather than pushing for results, now managers can coach peopl...

In this episode of the 60 Second Sales Coach, discover how Being Present Drives More Sales and paradoxically why focusing on the result is the reason why you’re not achieving the results you want. The post Stop Focusing on Selling So You Can Sell Mor...