We talk quite a bit about asking questions in the sales process. Ask better questions. Don’t assume. Listen, don’t tell. And there is one more super-fantastic way “questions” can be the MVP of your sales game. Ask questions about your prospect’s questions. What? I started paying attention to this a

I surveyed a sales team recently prior to a Skills Building session on Pushback, Objections, and Negotiation, and asked them some of the most common obstacles they face in business development. Their answers didn’t surprise me, but one of the things about their answers that I pointed out really made

We spend a huge amount of energy working with our clients on the early stages of their pipeline. Right now, the demand for our customers’ attention is intense. We are fighting to be able to get in front of buyers for those first precious impressions and to be able to

There’s hardly anything I can think of that’s more cringeworthy to a seller than hearing, “I’ll think it over” come out of a prospect’s mouth after you’ve proposed a solution or put a contract in front of him or her. For me, it was worse than hearing a flat out,

Let’s talk about your sales and profit margins. How effective do you think your sales and/or marketing messages are? Are they compelling and converting leads in to opportunities and opportunities into customers with strong and healthy margins? At what rate? And at what cost to acquire a new customer? (If

I recently recorded a session for a Virtual Sales Summit along with three super-smart counterparts—and our focus was on Coaching the Next Generation of Sales Leaders. My contribution to our sales coaching discussion was: 3 Keys to Coaching Behavior Changes Coaching is one of those broad, ambiguous titles. Some folks

Here’s another peek into what it’s like to work with me and Sauce Agency. There are no magic tricks. No silver bullets. No one size fits all sales training. No quick fixes to improving sales results. Every business is different but many of the problems with Sales Team’s performance can

So many of our blog posts and discussions are fruits derived from working through situations with sales teams in sales meetings and training sessions. I’ve written about plenty of my own selling successes and hard lessons learned but I am always in discovery mode looking for better ways to connect

Road tripping this to a volleyball tournament a while back, I had 3 hours to spend in the car with my 12-year-old daughter. We listened to hundreds of songs on my iPod. Rolling through several decades of old and new ones. At one point, she marveled at how many songs

Look, y’all, you know the saying about opinions, right? That everyone has one and everyone is entitled to one. My opinion about sales advice is very strong and I give it freely—as a friend most recently described, I’m going to be “as honest as a toddler or yoga pants” with