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We all know that leads go stale and leads have shelf life, but different types of leads have different expiration dates.

Sometimes we deal with people in the sales process that have the power to say no and not really the power to say yes. And when we encourage those people to engage with us, we want to use things like choice closes.

We talk a lot about org charts and their ability to help us navigate and steer through complicated organizations and complicated deals, but there's a hidden advantage in closing for an org chart: not everybody has one. 

It can be hard for us in sales to be looked at as trusted advisors, particularly when we're so chatty and so quick to engage our prospect at every moment of the conversation.

Nothing shows credibility more than actually being the customer of your own product.

Responsiveness is an attractive quality in salespeople, but it is a far more attractive quality if it's coming from you as a scarce resource.

There's nothing more boring than a Zoom, unless of course you're watching someone give you a demo on a Zoom.

Have you inherited an anti-champion?

Do you ever get frustrated with a lot of wishy-washy answers from your customers?