Articles

If you’ve been reading my blogs for a while, you’ve probably seen the ones talking about the different essential traits that I believe you need to possess to excel in sales. I came up with an [...]

The other traits that come together to form Sherpa probably make sense to most salespeople: skeptical, helpful, empathetic, practiced, and accepting. But the R stands for Resolute, and that one [...]

If you google what traits a great salesperson should have, empathy is one of the most common ones and typically high on every list. It’s the E in Sherpa for a reason. But unfortunately, few [...]

When you think of the world’s most important helpers or most helpful professions, you’ll probably never hear “salespeople.” Most people think of teachers, medical professionals, emergency [...]

There are a ton of ideas, phrases, and beliefs in sales practices that make me cringe. They’re outdated, they’re ineffective (at least now if they weren’t before), and they do way more harm than [...]

Photo by hiva sharifi on Unsplash Normally, I’m not a fan of taking life advice from a meme, but every once in a while, you see one that is actually hugely impactful.  For me, this one that [...]

Have you ever thought about taking a psychology course just to be better in sales? I have. There’s so much psychology that goes into it! Seriously, so much. How you frame questions or [...]

When you’re a salesperson, or really just a human in any role, there’s one word that you love more than any other.  YES! In most circumstances, we’re all hoping to hear an affirmative [...]

Motivation, the inner drive that pushes you to fulfill your goals, can propel you far in life if you direct it in the right direction. This year, possibly more than any other in recent history, [...]

Accountability means different things to different people. You might think of it as part of ownership, goal-setting, or just work. I think of it as productivity. With accountability, it’s almost [...]