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

Not to name drop but I have some extremely smart friends and colleagues that have written and are writing amazing sales books. I’ve reviewed a lot of them here on The Pipeline blog and usually bring a few with me when I go to train a sales team. Many of my clients are devout readers...Read More

Putting together a speech for an upcoming keynote and looking for insights about growth and learning, I ran across a quote and the work of Joe Dispenza that describes WHY it’s so hard to learn as an adult: “Psychologists tell us that by the time we’re in our mid-30s, our identity or personality will be...Read More

That was a special Mother’s Day. Unique, for sure. Remembering this special experience from a few years ago … “No sleeping in, breakfast in bed, or brunch this year. This year we were out the door before school bus time and on our way to a special experience at FedEx. One of my husband’s patients...Read More

There’s all this free sales advice out there … So, why aren’t your sales team members killing it? Why aren’t they soaking it up? Why aren’t they studying YouTube, signing up for all the webinars, and buying all the freaking books? Seriously, WHY? Don’t they WANT to kill it? Don’t they WANT to be the...Read More

Looking forward to the New Year, I’m thinking about the most important areas to focus on for my clients’ sales teams. Prospecting is always tough, closing is a priority, new business development is critical . . . What’s your data telling you to focus on? If you’re looking for specific places to focus on development,...Read More

We’ve descended into total “ball” season, folks: football, baseball, the other “football” affectionately known as soccer, and even volleyball. In our house with two sporty kids, right now we’re either playing a game, practicing for a game, watching a game, or talking about a game. I’m writing this post after my daughter’s volleyball practice tonight...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

More and more when I meet business owners at conferences or events and exchange introductions, the conversation quickly turns to “Selling” for the owner and how difficult it is for them. Most often, they say, “I just don’t have enough time to get out there and sell.” But what I really hear is, “I’M NOT...Read More

We’ve had great response (and a lot of STRONG suggestions) when we started asking sales leaders across the country to share their insights about what sales pros should STOP doing to earn more sales. I had particularly emphatic response from my colleagues of Women Sales Pros, whom all seem to be on a mission to...Read More