Articles

If you’ve been reading my blogs for a while, you’ve probably seen the ones talking about what I believe to be the different essential traits of a successful salesperson. I came up with an acronym [...]

There may be a lot of debate about what makes a sales rep successful, but I believe it comes down to six traits everybody can gain or improve. I call these traits SHERPA. SHERPA is a sort of [...]

If you google what the characteristics of successful salespeople are, empathy is typically high on every list. It’s the E in SHERPA for a reason. Unfortunately, few people actually experience [...]

Believe it or not, if you want to know how to be the best salesperson, start by thinking about the traits of professionals who serve others. When you ask somebody to think about the most helpful [...]

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 They’re outdated, ineffective (at least now, if not before), and do way more harm than good.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

Usually, I’m not a fan of taking life advice from a meme. But every once in a while, you see one that is actually impactful. For me, this one about confidence in sales hit home: Seeing this [...]

Have you ever thought about taking Psych 101 just to be better in sales? I have. There’s so much psychology that goes into it! Seriously, so much. And I’m not even talking about the actual [...]

When you’re a salesperson, or anybody really, there’s one word that you love more than any other. YES! That’s why asking open-ended questions in sales conversations seems [...]

The inner drive that pushes you to fulfill your goals can propel you far in life if you point it in the right direction. Whatever you call it: your one reason, your thing, your motivation in [...]

Many people know about using accountability to help them reach specific milestones, such as weight loss, smoking cessation, and things like that. But people don’t talk about building [...]