If sellers want to be successful in the future, the roadmap is right here in front of us.

Is it the shop across the street? Is it the big-name in the marketplace? You’re probably wrong.

Hint: your prospects are not looking for new friends.

Salespeople give up on their prospecting efforts entirely too quickly. Rethink your perspective and your preparation.

A return to normal is not the solution you should be looking (or waiting) for.

Zoom fatigue is the excuse du jour for sales reps who can't seem to be getting the job done right now.

Techniques don’t always transcend generations.

It’s so simple, I can’t believe I have to write this, but simply put: Do your reps know where their revenue growth can come from this year?

Chances are you just want people to raise their game a little bit and see some incremental improvement. That means you need to raise yours.

This seven-question framework establishes accountability within your sales team and improves results.

Your prospects and customers aren't looking for a hero in the face of change, they're looking for calm stability and someone who can help them get where they want to go.

To redefine selling, we need to redefine the sale. Brian Tracy says that “a sale is nothing more than a transfer of enthusiasm from one party to another.” This is my favorite definition. There really isn’t a whole lot more to it than that, and most sales that are made don’t even involve money.

Your attitude is the foundation for your success. Work on it, build it, and remind yourself of it. The world is a better place when you’ve got your swagger about you, and you can’t count on anybody but yourself (or maybe your mom) to boost it.

Your product is not a commodity. There are significant differences between you and your competitors. However, your prospect may not yet appreciate those differences.

The fact is, sales success is difficult to achieve. But there’s a lot of satisfaction in learning to accomplish things that have a high degree of difficulty.