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

Earning referrals should be a key focus of your sales strategy. Whether you’re a seasoned sales pro, an entrepreneur, or someone who doesn’t technically have “SALES” in your title but is responsible for generating new business – your sales strategy should absolutely focus on referrals. But before you include asking for referrals in your sales...Read More

“Everyone’s on vacation”, “It’s too hot to get out and see a bunch of people”, “No one is making decisions right now” . . . Recognize these statements? They’re the little lies we tell ourselves because during these Dog Days of summer, we’re hot, we’re tired, and either trying to catch up from being on...Read More

Recently, I handed over my email address to a sales technology company and much to my annoyance, my phone number, name of my company, title, and headcount – to download an e-book of “sumthin’ or other” (it was so memorable, I couldn’t tell you the details of what or why I opted in). The promise...Read More

If you run a business, you probably spend a lot of time “fending off”, or, at least ignoring crappy sales attempts – to be blunt. I say this with love for my profession of sales – which I’m obsessed with improving – as I too am now fending off crappy sales attempts. Though, they do...Read More

Traveling to NYC this past week, I had the opportunity to get chatty with many of my fellow travelers. “Going places” is pretty much a universal language and helps create instant bonds when you’re “all in this together” on a plane, or in a terminal. So, unless you give the international sign of “don’t bother...Read More

Last week, amid the hustle and bustle of clients and travel plans, I made time to attend the FedEx Executive Women’s Day out at TPC Southwind, at the invitation of my friend and financial planner. I have to admit, I was in the weeds last week and I didn’t do my own due diligence to...Read More

“A Fool with a tool is still a Fool.” So says the outspoken social selling evangelist, Jill Rowley. Jill was one of the first 100 employees at Salesforce.com and has pioneered social selling, challenging the modern sales pro to keep pace with the modern buyer. I completely agree with her. A fool with a tool...Read More

Ask anyone how they determine who to pick for their Fantasy Sports team and they’ll tell you it’s all about the “stats”. Performance metrics are the best indicators of future success. Stats are kept for each play, each hit, tackle, pass, catch, whatever the sport if an athlete moves, it’s tracked so they can make...Read More

I realized we’ve struck a nerve with this series, “Selling for Non-Sales People” when I mention we’ve rolled out this intensive and coaching program, the response is to grab my arm and say “YES! I NEED THIS” with giant eyes and emphatic jerking on my arm. The response in the first weeks has blown me...Read More