Jun 20, 2025 | Prospecting Essentials, Sales Training, Videos
Hitting revenue targets requires more than just activity. It requires insight. That’s where advisory intelligence comes in. Advisory intelligence is the ability to bring relevant, strategic insight to both prospects and existing clients. It helps sales professionals...
Jun 5, 2025 | Prospecting Essentials, Sales Training, Videos
Modern sellers know that successful prospecting isn’t about casting the widest net. It requires focusing on the right lanes. This concept is known as verticalization. By identifying and doubling down on the verticals where they already see success, sellers can boost...
May 12, 2025 | Prospecting Essentials, Sales Training, Videos
As a sales professional, it’s easy to get caught up in chasing every lead, but quantity alone won’t keep your pipeline healthy—or profitable. In my second video of the Prospecting Essentials series, I explore how the right strategy and client selection can help you...
May 12, 2025 | Prospecting Essentials, Sales Training, Videos
Companies and sellers who are highly focused on creating strong pipelines are succeeding and winning, even with the current uncertainties. It can be done, and in this video, I share three essential sales prospecting activities that strong pipelines require. Key...
Apr 9, 2025 | Business Growth, Sales Strategy, Sales Training
To supercharge your sales cycle, you must start by understanding your own buying habits. Dive deep into your purchasing process to uncover insights that could transform your approach to selling. ***** I’m an advocate for leveraging sales-specific assessment with all...
Feb 17, 2025 | Sales Strategy, Sales Training, Videos
In sales, not all activities are created equal. Some tasks move the needle, while others simply fill up your schedule. If you want to maximize your impact and close more deals, you need to focus on three high-impact activities: prospecting, active sales conversations,...