This B2B Strategy Gets You in Front of the Decision Maker Fast

In the B2B world, the single biggest struggle is getting past gatekeepers and in front of the decision maker. Gatekeepers are better than ever at their jobs. C-level executives are buried in secretaries, assistants, managers and PR executives. The good ones are the...

Three B2B Sales Prospecting Tips For Modern Salespeople [Video]

If there’s one question I get asked the most, it’s “does your stuff work for B2B sales?” Of course I always answer “yes” but the truth is, I don’t write about it as much. I consider myself to be a B2B salesperson. I’m a...

Recession-Proofing Your Sales Pipeline

Lately, news about a looming recession is picking up. What’s a recession? I’ve never experienced one. In 2009, arguably the worst year on record for mortgages, I closed 183 loans. In 2011, arguably the worst year for cars, I sold 20+ every. single. month....

Sales Isn’t An ‘Everyone Wins A Trophy’ Sport [Ryan’s Rants]

Welcome to 2016 where everyone is a friggin top producer. The ‘everyone wins a trophy’ generation has arrived in sales. Salespeople say “I’m number one” but number one in what? The sales industry has niched out their top producer awards...

Seven Common Mistakes Average Salespeople Make

If you’ve been around the sales game for any amount of time, you’ve seen your fair share of both green peas and experts blow sales. It’s like watching a train wreck. You want to look away; you even want to help, but all you can do is watch. Watching a sale fall to...