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There is a huge disconnect between what a buyer in the modern business environment needs and what sellers are talking about.

Sales is not a logical process; it’s not about logic, differentiators, and solutions, it’s about problems, emotions, and desired outcomes.

The business and the function of sales is to make money, but what you take away from it as a person is what I love about sales.

Sales is both a numbers game and a win-rate game. People who try to tell you that it is one or the other are oversimplifying it.

Remember, the battle in outreach starts with visibility, moves to familiarity, and then to solution association.

Next steps need to be in the buyer’s terms not yours. They need to establish the goal of the next interaction before ever scheduling it.

Referrals are incredibly valuable and many many salespeople either don’t ask for them or don’t ask for them enough.

Perfectionism is rarely the answer in sales. In fact, it is often the enemy of success.

Rejection is often, simply, the client giving their brain’s subconscious gatekeeper unlimited power to see off distractions.

Each interaction with a client is a chance to tell a story. Great, creative storytelling is grounded in a foundation of good technique.