These lessons from top sales professionals may help you find the balance you’re looking for.

Be careful not to mistake good marketing for the truth.

You have all the pieces. The challenge is being patient.

You have all the pieces. The challenge is being patient.

The most important aspect of effective leadership probably scares you to death.

Trust is the most valuable currency in the universe. Earn it, protect it, and be careful not to squander it.

If sellers want to be successful in the future, the roadmap is right here in front of us.

Is it the shop across the street? Is it the big-name in the marketplace? You’re probably wrong.

Hint: your prospects are not looking for new friends.

Salespeople give up on their prospecting efforts entirely too quickly. Rethink your perspective and your preparation.

A return to normal is not the solution you should be looking (or waiting) for.

Zoom fatigue is the excuse du jour for sales reps who can't seem to be getting the job done right now.

Techniques don’t always transcend generations.

If there’s one skill set that is consistently lacking in a sales professional, it’s around discovery. People think they know how to ask good questions, but they don’t.

This is where the real magic happens. It’s no wonder that it’s the biggest separator between top performers and the rest.

Sellers aren’t spending enough time doing good discovery work to make those prospecting efforts really pay off.

It’s so simple, I can’t believe I have to write this, but simply put: Do your reps know where their revenue growth can come from this year?

Several years ago, I learned something that fundamentally altered the way I sold and dramatically changed the trajectory of my career. It wasn’t a new piece of technology. I didn’t read a book that gave me a tremendous new insight. I didn’t even find a new mentor.

You’ve likely come out of 2020 as a better human being than you were, even if your business or your job don’t look anything like they used to.

Here are a few takeaways from a tumultuous year.