They say you never get a second chance to make a first impression—and nowhere is that more true than in B2B sales. When you walk into a meeting with a potential customer, those first few moments matter more than most people realize. In fact, in The Rhythm of the Sale, I talk about how the first ...
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When you're in sales, you're not just managing conversations—you're managing moving parts. Calls, emails, follow-ups, proposals, meetings, notes, tasks—it piles up fast. Especially when you're just starting out or flying solo. If you don't have a simple system in place, the chaos creeps in. That’s ...
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It’s natural to want to keep the conversation flowing. You might feel like you need to fill every pause with more information, another feature, or a reassuring statement. But one of the most valuable sales skills you can develop is learning when to stop talking. Silence, when used strategically, ...
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Winning a deal is great, but winning a long-term customer is even better. Too many new sales reps focus all their energy on closing the deal and then immediately move on to the next prospect. But the best salespeople don’t just win customers once—they build relationships that keep them coming back. ...
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You’ve had a great conversation, they seemed interested, and you’re hopeful they’ll reach out when they’re ready. But here’s the reality: if you don’t set a clear next step before the meeting ends, you’re leaving the deal up to chance. The best salespeople don’t just have good meetings—they guide ...
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Some think success in sales is all about knowing your product inside and out, perfecting your pitch, and handling objections smoothly. But the truth is, sales isn’t just about logic—it’s about understanding people. The best salespeople don’t just present facts and figures; they connect with their ...
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Sales Success the Todd Barrett Way: Be the Expert and Lead With Value Learn a proven sales lesson from Todd Barrett: master your product and lead with value. Real-world wisdom for trust, credibility, and sales success. By Greg Blagden • Aug 12, 2025 • 6 min read Some salespeople ...
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Some of the most valuable sales lessons I’ve learned over the past 30 years haven’t come from books or seminars—they’ve come from fellow professionals in the field. One of those people is Todd Barrett. If you don’t know him, you should. He’s one of those rare people who elevates everyone around ...
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Most salespeople still aren’t using AI the right way to find their next job—and that’s a missed opportunity. AI isn’t just a time-saver. It’s a competitive advantage—if you know how to use it well. In The Rhythm of the Sale, I talk a lot about how great salespeople build process and cadence into ...
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Looking for a new sales job is one of the biggest sales you’ll ever make. You’re selling yourself—your abilities, your knowledge, your track record. Yet so many salespeople approach their own job search with less preparation, less strategy, and less rhythm than they’d apply to winning any big ...
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The best sales strategies aren’t just clever techniques—they’re rooted in how the human brain works. Neuroscience isn’t just for scientists or doctors; it’s one of the most powerful tools a salesperson can understand. If you know how people make decisions, you can structure your message, your ...
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There’s a quiet shift happening on college campuses across the country, and it’s one that doesn’t make the headlines but absolutely should: more universities are starting to take sales seriously. For decades, sales was the career you “fell into,” not the one you studied. But that’s changing fast. ...
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