Are you the one who is holding your team back from achieving results because you are too busy preventing things vs fixing them? Maybe the problem is you.

So why aren't deals closing? Because your "bucket" has holes and your team doesn't know what they are looking for and how to fill it.

Keep finding that nothing is adopted by your team? Training does stick unless it's sticky. Coaching is exactly the same. Here's how to shift that.

Are you a mediocre sales leader? More activity and TOF vs. diving in. It's costing you to lose more than you win!

As a buyer, how would you want to be sold? Most likely not how your team does today. Try helping, here's how.

36% of buyers said that the main reason that the buying process stalls is because the seller doesn’t understand the buyer’s problems. How can you change that?

Is your team equipped with knowing the unique problems you solve - or are they serving up word salad?

What exactly is GOOD sales enablement, and why should you care as a sales leader?

DITCH the discovery call script and see what can happen in two weeks with this shift.

So, you've probably noticed – sales is kind of in the dumps right now. Every study, survey, and their cousin says the same thing: "Sales is in trouble." The actual issue is simple, it's almost funny.

Sales activities alone are irrelevant; it's their contribution to outcomes that truly matter. Let's measure what counts and propel our sales teams toward success.

How many times have you or your team fallen victim to asking just one more question on a discovery call?

First - Spinning or a Building Block This is part of an ongoing series that builds on our last article. In the previous Sales Edge piece, we rolled out tips on avoiding eye rolls from prospects and

Sales discovery is hard, and do not let anyone tell you it's not! Even a seasoned VP of Sales, CRO, Director, Manager, Account Executive and/or Sales Trainer flubs at times.

Picking sales training isn't like ticking off a checklist. It's more like finding the perfect recipe to solve your teams challenge's.

In today's hyper-connected world, if you do not offer a pattern interrupt and talk about something that is important TO your buyer, you blend in!

Ever had a promising prospect suddenly go dark? It happens to the best us. It's important to remember that a prospect going dark or silent doesn't always mean that they are disinterested.

The Rollercoaster of Numbers: Remember riding a rollercoaster? It goes up and down - your stomach drops or maybe you lose your lunch upon exit.

5 Tips About Master Your Tradeshow with the Gap Selling Advantage (including shoutouts of people who knocked it out of the park at SaaStr).

Why Your Martyr Mindset Hinders Your Team's Growth In the competitive world of sales, many sales leaders often find themselves shouldering numerous responsibilities.

When did you first watch Pretty Woman? The movie debuted in 1990. By my math I was 12 or 13 when I first watched it. Good old VHS - right?.

Tradeshows are back in full force and that means being ready to talk a mile a minute for hours on end! Tradeshows are often an extroverts' playground and can be an energy suck for introverts

Imposter Syndrome anyone? It's a phrase that has been thrown around a lot over the past few years. Most of us say - meh - not me...until you get that nagging feeling - IT IS ME!

Are you truly familiar with your buyer's challenges, or are you inadvertently undermining your credibility by focusing solely on technical issues?