Monday, September 22nd is the equinox, autumnal in the northern hemisphere and vernal in the southern, when daylight and night’s darkness are in balance. Naturally, that got me thinking about what needs to be in balance for inside sales leaders. Too often, it feels…

Being afraid doesn’t make you weak. It makes you human. What matters is what you do next. My dad taught me that courage isn’t about being fearless. It’s about facing fear and choosing to move anyway. That lesson stuck with me.It shaped…

For years, I’ve said a real conversation is an exchange of ideas between people. Unfortunately, most “first meetings” in sales aren’t conversations at all, they’re interrogations disguised as discovery. That’s why I’m excited about The First Meeting Differentiator by Lee Salz. Most sales…

Honest and direct conversations close deals. Bulldozing shuts people down. Being direct isn’t about volume or force; it’s about clarity with care. Here are a few ways I’ve had to modify my own conversational style over the years to walk that fine line: State…

Salespeople (even the great ones) can slip into “I already know this” mode. I’ve heard it in training classes I’ve taught. You’ve probably said it. We’ve all been there. The DangerWhen you start thinking that way, you stop learning. If you’re not learning, you’re coasting. If…

If you want your prospect to really share, you have to stop talking, let them think, and listen. Letting silence sit isn’t passive, it’s active listening in disguise! Ask the question, then breathe.Once you’ve said something like, “Help me understand…” hit mute. Lean back,…

You’ve probably heard the saying “Curiosity killed the cat.” I grew up with my grandmother adding her own twist: “…but satisfaction brought him back.” Maybe that’s because we were always getting ourselves into curiosity scrapes. You know, the kind where you didn’t…