Early in my sales career, my company hired a phenomenal negotiator to put us through a rigorous one-day training.We learned how to focus on the other individual, generate a feeling of safety, use their language to increase ra...

I attended the Sales 3.0 Conference in Philly last week, where many of the talks had a shocking theme running through them: Discovery is dead

Accurate and reliable forecasting will transform a sales organization.When it comes to a process as vital as this, you would assume there’s no room for guesswork — but the reality plays out differently:In a recent Forrest...

You’re scrolling through your LinkedIn feed when you receive a request to connect from an account executive. They recently saw you speak at a sales conference, and your talk resonated with them — seems harmless enough

Think back to the last time you shared a meal with a good friend.You likely recall the restaurant and the food, the little sensory details like the man smoking the cigar across the street or the squawking birds in the backgro...

How do I be me virtually?Sure, if you’re a remote worker who has one weekly stand-up on Zoom, you may be tempted to laugh that question off

What better way to kick off winter in the northern hemisphere than with something a little tropical?Specifically, a tropical thought experiment