This past week, I’ve been evaluating some options for a client to pair the outside sales team we’re building with an inside sales team to do heavy prospecting and lead generation for one of the product areas that has a very large prospect base. If you’ve been on the internet lately and wanted to explore...Read More

Don’t slip into that Turkey Day slump just yet! While friends and family, celebrations, and personal reflection are all a significant part of the end of each year, this is still a critical time for business. For Business Owners and Decision Makers, there’s still much work to be done to make it to the end of the year. They...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

At a friend’s recommendation a while back, I read a short but poignant book by Jon Gordon: Training Camp, A Fable About Excellence. You may recognize his name from one of his many other books, such as The Energy Bus, The Carpenter, and The Positive Dog. Jon has a gift to take business and life...Read More

The question I ask sellers and business owners most often is, “What’s the biggest obstacle to where you are now and achieving your sales goals?” What does your gut tell you is the most popular response? What would YOU say? Here they are in descending order: 3rd most common response – “Better pricing/lower costs would...Read More

In an interview by Paul Watts for his show Sales Reinvented Podcast he asked me “What’s one thing you wish you knew earlier in your sales career?” My answer: “I wish I would have known to be more hardcore at pre-qualifying.” Yup. Pre-qualifying prospects is critical and when I think of all the thousands of...Read More

I’m following up on last week’s post, The Power of Feedback with my promise to show you the BIGGEST mistakes we’ve found when coaching you on Sales Phone Calls. We use call recording as a powerful way to help sellers improve their skills. This process is incredibly effective at assisting sellers to recognize their own challenges...Read More

I just came back from a phenomenal sales conference with my peer group, the Women Sales Pros. We have a public half-day conference and then two days of our private group learning and growing through shared expertise. It was my privilege to be tapped for a first-time session of “Cold Call Coaching” along with another...Read More

By the time a business hires me to assist with the sales program, they’re pretty frustrated. They’ve had sales growth and sales success but can’t seem to replicate or scale those efforts with sales hires. If this feels painfully familiar, you’re not alone. But it doesn’t mean you’re in good company because it’s a miserable...Read More

“They haven’t called me back.” It’s the most common response to “Where are we with prospect ABC?” This response, “They haven’t called me back,” lands with a thud at my feet like a bag of rocks when I hear it from a seller or business owner. I can feel the disappointment when they say it...Read More