A while back, I had the honor of giving the closing keynote session for the AA-ISP Digital Sales World Conference in San Francisco with my Co-Host of The SellOut Show, Dianna Geairn. Closing out the conference gave me the ability to sit through all the previous sessions where inside sales experts talked about best practices...Read More

Where does blog inspiration come from? Many, MANY posts over these last few years have come from being on the buying side – analyzing and reverse engineering my experience as a customer to share the Do’s, Don’ts and #SALESFAILS that can help my clients and audience build smarter sales strategies. Many blog posts also come...Read More

This week marks the start of the last quarter of the year for most businesses. There are holidays, parties, vacations and lots of fun to be had between now and 2016 but don’t think that letting off the gas now and coasting is going to get set you up to grow and compete next year....Read More

In the last post, we talked about how to make your sales presentations better – improving the focus of the content and delivery. This week, using more examples from our clients, we present a more specific context of your proposals – a mistake that’s made quite often when we listen to sales pitches which is...Read More

I am constantly looking around, trying to identify the “selling” moments that happen in everyday transactions and interactions – big and small. Trying to articulate the good, the bad, and the really terrible, because most selling exchanges are not clearly defined moments that each party is privy to – rather, they are small, natural communications...Read More

Has this ever happened to you? A hot prospect shows tremendous interest. You have a great first conversation. Your initial meeting was promising. You agree to talk next steps. You send them an email to follow up . . . and get crickets. You leave them a voicemail . . . and hear nothing. You...Read More

This blog is a CHALLENGE to you. If you’re reading it on a Monday, make something BIG happen by Friday . . . I did a double take when I read this statistic on Jill Konrath’s blog, citing a piece of research from LinkedIn “Win rates multiply up to 4 times when you are connected...Read More

Here’s another peek into what it’s like to work with me and The Selling Agency. There are no magic tricks. No silver bullets. No one size fits all sales training. No quick fixes to improving sales results. Every business is different but many of the problems with Sales Team’s performance can be boiled down to...Read More