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

*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

Several months back I was sitting in on a sales meeting with a new client, observing her sales team, what she asked of them and what they reported. When asked about the progress on meeting with a particular prospect, one sales rep admitted, with frustration, “I don’t know what his problem is. I just haven’t...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

Several posts back, I shared how one of my clients was focused on how BIG and monumental the sale was for her and for her customers. She was suffering from a bit of self-sabotage by projecting her emotions and insecurity on to her customer and letting fear of closing the sale or NOT closing the...Read More

Did you ever have one of those terrible professors or teachers in school—the ones that droned on and on about chemistry or Shakespeare or whatever? The ones that sucked all the enjoyment out of the topic, put you to sleep or or left you feeling like you wasted your time? Have you ever sat through...Read More