Have you ever done the “Sales Walk of Shame” back to your car in the parking lot after realizing you just lost a sale and thought, “What in the world happened?” You didn’t see that coming. You thought things were looking good for you. Your buyer said things were going well. But somewhere along the...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

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

We’re back this week with another blog post on how to avoid Sales Fails. This time, I asked another Women Sales Pro member, Joanne Black, “What would be the one thing, you would tell sellers to stop doing immediately?” Being the sales industry authority and go-to expert on Referral Selling, Joanne’s response was no surprise...Read More

How do you “handle” the competition? Meaning, do your competitors factor into your offers, your customers, your sales and marketing strategy? How much weight should you give to their consideration? And, What exactly should know about your competition and how do those insights affect YOUR plans? Unless you’re operating in a total vacuum, you should...Read More

There’s a certain comfort zone and preference most people have with the term “Marketing” versus “Selling”. Try telling someone “You’re going to start selling” and imagine what that reaction is versus telling a business owner or employee “You’re going to start marketing the business now.” Which one makes you a little sweaty or anxious? Selling...Read More

We spend a lot of time and energy writing and discussing how to attract and sell to customers. Our focus is primarily on the top of the funnel – generating “At Bats” for our customers and readers because if you bring the right product to the right people at the right time and demonstrate your...Read More

One of the hardest employee positions to fill right now is that of Sales Professional. My LinkedIn inbox and email are hit 4 or 5 times a week with business owners and recruiters asking for referrals of qualified and experienced Sales Professionals. I also see on LinkedIn many sales people boomerang in sales positions. Through...Read More

Is it hot in here? Or maybe that’s the heat of competition you’re feeling. You’re sweating at the cheaper, faster, bigger or slicker new kids on the block, trying to eat away at your market share and customers, clients or donors. All Selling Agency clients bring up “The Competition” in the first few minutes of...Read More

Buckle up, Cowboys and Cowgirls. If you’re still selling like it’s 1979 or even 1999, you’re in for a rough ride. There is a new Sheriff in town. Her name is “The Buyer” and she’s got bigger guns and is quicker on the draw, dropping sellers with old tired sales techniques faster than you can...Read More