Why Salespeople Need to Stop Saying “Always Be Closing” Now

You’re just on the cusp of turning a prospect into a customer. This client has been dragging their feet for...

How Chick-fil-A Makes You a Sales Expert

One of the biggest obstacles you need to understand and overcome in sales is, the Change Curve. I know what...

How Should You Compensate Your Sales Team?

It’s been three years since the successful launch of your business. During that time, your friends and previous co-workers that...

This Sales Technique Can Help You Hit—and Surpass—Monthly Sales Goals

“Roll” is a musical term that describes the basic picking pattern that follows an eighth-note arpeggio. A basic roll requires...

How a Studio Session Helped Me Create a Sales Formula

Life really does imitate art—or at least my life as an artist has run parallel to my professional sales and...

Want to Master Sales? Look to Jazz for Inspiration

When I think about explaining how to master sales, I think back to a music teacher who used the most...

I Started Working in Business for the Lunches

I often think about how I got my start in sales. I’ll never forget my first job when I was...