At the beginning of my sales career, one of my first sales managers assured me, “Andy, selling is simple. It’s not easy, but it is simple.” Well, sales should be simple. But, usually it isn’t. The most effective way to simplify your selling is to truly understand your buyer’s desired outcome for the buyer’s journey […]

Most sales leaders find themselves in an endless struggle to find time to coach and manage their teams. As a result, rep performance suffers, leading to stalled deals, missed quota, and slowed growth. If this sounds like you, don’t worry; you’re not alone. And it’s not your fault! Every sales leader struggles to find the […]

There’s a reason why we have mirrors in gyms: they provide instant feedback, letting us know if we have the right form while doing exercises. We can see if our bodies are making the wrong shape, and we can make adjustments accordingly. It’s a perfect feedback loop. The mirror helps us to correct every mistake, […]

When you think about your future in sales, what do you see? You have the obligation to invest the time and† effort to think about your future and anticipate what it will hold for you. Henri Poincare, a famous physicist, said “It is far better to foresee, even without certainty, than not to foresee at […]

Break free from the vicious sales cycle of bad habits and subpar results. Embrace a virtuous cycle with best practices to deliver value and win more consistently.

In sports, coaches help develop the athlete’s and the team’s strengths, identify weaknesses, put together plans to improve performance, and drive them to perform at their best. All elite athletes at the top of their game have coaching. In fact, all professional musicians also have coaches. And all movie stars have coaching. Virtually everyone at […]

Every day, someone somewhere is publishing a mediocre podcast episode about B2B sales. Look no further than your podcast app and social feeds for proof. If you listen closely enough, you can hear someone switching on their mic and hitting the record button. And for all those podcasts, there are listeners. In 2020, an estimated […]

What is the true purpose of AI and technology? How should it be leveraged in business? Is big data or small data better? And is this all actually improving our lives? These are questions that our Founder and CEO, Howard Brown, recently answered on the Business is Human podcast. “The idea of using technology and […]

Sales has changed more in the last ten years than it did in the previous 100 years. As Marc Andreessen famously said, “Software is eating the world,” and sales is on the menu too. There has been a fundamental shift leading sales teams to embrace sales automation. However, this new technology is turning sales reps […]

“I’m sorry.” As a child, were you ever told to tell someone that? I guess that you were. Do you remember how it felt? You probably didn’t mean it, so it didn’t feel genuine. See, telling someone exactly what to say never works how we’d like. It comes off as stale and feels constraining for […]

“He doesn’t sound like a salesperson.” The organizer of an event at which I was speaking overheard one audience member say this to another about me. This is one of the greatest compliments I’ve received. Not being “salesy” is something I’ve worked on my entire career. Truth be told, I’m not entirely certain what a […]

While AI can’t replace sales coaches, it can reinforce important lessons from trainings on calls. This helps reps create and retain good sales habits.