You might be surprised to know where I find inspiration for these blog posts. Or, maybe not, considering you’re here. I bring a lot of everyday life into training and coaching conversations in sales. I find that general business jargon and “sales speak” make people want to take a nap or mentally check out. Telling...Read More

As sellers, aren’t we always looking for an easier way to talk to buyers? We’re looking for easier conversations. Looking for ways to relate and be relevant to our customers. We’re trying to find ways to make people WANT to listen to us amongst the crowded field of our competition and the thousands of messages...Read More

If you didn’t catch on when I shared our Red Carpet Review of the best sales movies, let me catch you up: I’m doing a weekly video show with The Irreverent Sales Girl, Dianna Geairn. It’s “The SellOut Show” – because if we were a live show with an audience, we’d surely always be sold out. So.Many.Metaphors.Here....Read More

Many sales people and business owners tell me “networking” is how they fill their pipeline with leads and opportunities. And rarely, do I ever believe them. I do believe networking can lead to opportunities, but more often than not, “networking” simply fills up their calendar and gives them the feeling that they’re accomplishing something. They...Read More

What’s the easiest thing you’ve ever sold? What product was a home run for you? For me, the easiest thing I’ve ever sold is Girl Scout Cookies. And by “me”, I mean, my daughter, and her troop. I’m just the driver and logistics support for the outfit. Maybe this isn’t exactly a subjective comparison to...Read More

It’s awards season! The time of year when actors, singers, and celebrities get squeezed into their shiny dresses, dipped in glitter, and walk those red carpets. We celebrate the TV shows, films, and music that move us to tears, make us laugh, or put us on the edge of our seats. We thought it was...Read More

You have a sales team or maybe you’ve been plugging away at your own sales efforts for a while now. How do you know how you’re doing? Other than hitting your sales goals . . . or not, how do you measure the health of your sales program? Sales results are one indication of how...Read More

If you take a trip to pretty much anywhere there are always those areas that are tourist traps full of t-shirts,  magnets, key chains, and “I was here” merchandise with the name of your destination labeled on everything. Recently, I vacationed to the gorgeous island of St. Lucia and traveled to its capital city, Castries,...Read More

This week’s blog has been hijacked by our Director of Ground Floor Strategies, Selena Silvestro. As we approach the end of the year, she grabbed the chance to speak to business owners and sales pros about what NOT to do when emailing customers and prospective buyers: “If you’re waiting to contact your customers, clients, or...Read More

*Note: This may ruffle your feathers. Good. If you disagree with me, let me know why. When I’m speaking at an event with sales pros, many times veteran sellers will approach me and size me up with these questions, “What techniques do you teach?”, or “What are the hottest new sales techniques?” I cringe inside...Read More