Product knowledge answers “What is this?” Industry knowledge answers “Why does this matter?” The biggest deals are closed by people who can connect both. When a buyer says, “I heard…

Don’t call people until you have an offer to make. It doesn’t matter how warm your voice sounds, how fluent your pitch is, or how convincing your reasoning feels. If…

Some salespeople spend hours memorizing product features. They build long, elaborate presentations, thinking that facts will win the customer over. But here’s the reality, a weak offer will ruin even…