Product knowledge tells you what you sell. Business acumen helps you understand why it matters to your customer. Meridith Elliott Powell and I explore how curiosity and better questions help salespeople become trusted business partners.

A full CRM doesn’t mean a healthy pipeline. This Thursday on The Sales Hunter Podcast, I’m breaking down why more activity isn’t always the answer—and how better conversations and stronger qualification can move deals forward. Stay tuned!

A follow-up without value is just another notification. Instead of asking, “Did you see my last email?” bring a fresh insight, ask a thoughtful question, or help your customer move forward. Give them a reason to respond.

AI can help us reach more people, but trust is what builds lasting customer relationships. I joined Ford Saeks on Fordify LIVE to discuss relationship selling, profitability, and why creating value beats competing on price. Thanks for having me, Ford!

Humor in sales isn’t about being the funniest person in the room. It’s about helping buyers relax and building genuine connection. In Sales Logic with Meridith Elliott Powell, we discuss why authenticity and reading the room matter more than landing a punchline.

Tomorrow, we will show you how to prepare for your next sales conversation without spending hours researching prospects or relying on generic AI-generated messages. Don’t leave your next sales conversation to chance. Register now and save your spot. us06web.zoom.us/webinar/regi…

Great salespeople don’t rely on scripts or assumptions. They stay curious, listen closely, and ask follow-up questions that uncover what customers really need. Meridith Elliott Powell and I break it down on the latest episode of Sales Logic.

A full pipeline can feel good. A productive pipeline is better. Qualify early, ask tough questions, and don’t be afraid to remove opportunities that haven’t earned their place.

Your mindset can shape how you show up in every sales conversation. I had a great conversation with Shari Leid about flipping limiting beliefs, building authentic connections, and creating relationships that go beyond the transaction.

The best cross-selling question isn’t: “What else can I sell?” It’s: “What else does my customer need?” Serve the customer better, create more value, and the sales opportunities often follow.

A sales goal is just a number until you break it down into the actions that will actually get you there. Know the target. Know the activities. Know what moves the needle. That’s where real progress starts.

Resilience isn't about never changing course. It's about knowing when to adapt while staying focused on the outcome that matters most. Courtney Clark talks about goal setting, flexibility, and why the best sales professionals know how to pivot without giving up.

Think you’re the only one dealing with a particular challenge? You’re probably not. Different circumstances, same struggles. We’re far more similar than we realize. Don’t let a tough season convince you that you’re alone.