We're tackling a crucial aspect of sales that's as important as your morning coffee: sealing more deals. To close more opportunities, it's critical that we limit or completely remove as many objections during the presentation as possible. One way to do that is to remove the surprises. Surprises are great for a birthday party, but they can be...

A good salesperson knows that success starts with making connections, building rapport, and creating a positive space. Short and irritable prospects make it difficult to have any meaningful conversation and make your job much harder than it needs to be.  Building rapport and making connections doesn't have to take long, and it's well worth the...

There’s a whole lot more to recruiting the right person for your team than just matching resumes to job descriptions. It’s about cultivating experiences and creating an impression that goes beyond a mere transaction. In today’s candidate-led job market, your company's reputation matters—a lot. Many of the people who have the power to influence...

Crafting a robust professional brand is paramount, particularly for sales professionals and leaders alike. As a coach, I work closely with individuals at various stages of their careers, digging into their past and current experiences to understand the challenges they face and the solutions they bring to the table. Through these discussions,...

In the “old days” (5 years ago), hiring a new employee meant meeting them in person, shaking their hand, and conducting a live interview. Today, that’s not always possible. For many, remote and hybrid models are becoming the norm, which means leaders must adapt their recruitment strategies to meet the unique challenges and opportunities these...

According to the 5th Annual Media Sales Report, a staggering 81% of sales managers indicated that meeting their targets has become harder compared to the previous year. While the goals may not be out of reach, the path to success requires concerted effort. This doesn't mean that the goals are not achievable. It just means that our work is cut out...