Responsibility, Authority & Accountability

Responsibility, Authority & Accountability

by | Feb 17, 2023 | Sales Motiviation

On a long drive, I pulled off the highway and sat down for a beverage at a fast-food restaurant. That’s when a heated conversation caught my ear. I looked up to see the restaurant manager, flustered and red in the face, arguing with a middle-aged woman whose face was...
Breaking into Tech Sales

Breaking into Tech Sales

by | Feb 3, 2023 | Sales Motiviation

NOTE FROM JEFF: I’m running a guest column today written by Brandon Bornancin, author of the brand-new book, Ultimate Guide to Breaking Into Tech Sales and Founder/CEO of Seamless.AI. Even if you have no interest in tech, you’ll get a lot of value out of...
Overcoming Sales Objections

Overcoming Sales Objections

by | Jan 6, 2023 | Sales Motiviation

Most sales pros don’t like dealing with objections, and there are several reasons why. Some objections come across like rejections, and that simply doesn’t feel good. Most of us fear rejection at some level. Other objections could signal that we’ll lose the deal, and...
The Holiday-Bookended Week to Come

The Holiday-Bookended Week to Come

by | Dec 23, 2022 | Sales Motiviation

Some years I take a vacation. Other years I stay home. Either way, the week between Christmas Day and New Year’s Day is one of my favorites of the year. There are all sorts of fun things to do that week, but it’s also kind of relaxing. The rush of holiday shopping is...
Goals: Tracking Commission Progress

Goals: Tracking Commission Progress

by | Dec 2, 2022 | Sales Motiviation

I have delivered three goal-setting workshops for sales teams this week alone. I talk a lot about goals this time of year, because goal-setting is essential for sales success. But there’s one thing you must do after setting your annual goals to make success possible:...