The Holidays are about to roll in and roll over us in all their festive and glittery glory. It seems once we pass Turkey day, the remaining few weeks of the year pick up steam like a snowball rolling downhill. For business, that means we’re starting to think about wrapping things up this year, taking...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

Being an account manager, or a business owner, for that matter, is like being a master juggler – up in the air on any given day are dozens of details on a to-do list that spans customer calls, billing, paperwork, dozens of emails, and meetings, meetings, meetings. It’s hard to fit business development into those...Read More

I hear sellers and business owners tell me they “Don’t want to be too pushy” at least 5 times a week. Trust me, if you have to say that, you’ve never been “too pushy”. Many of us have had negative experiences with salespeople that have a bulldozer mentality. They’re not afraid to run over you...Read More

Way back when I started my first sales job, I had a pretty tough product to sell. I’m sure you’ve heard me mention this one or two dozen times, but I was selling advertising for the WORST TV station in the market. We had to really hustle and get mega creative to earn our customers...Read More

Having spent many of my first sales years in the TV industry, I absolutely LOVE seeing the new fall shows in the July upfronts. We got a sneak peek into the new shows and the returning favorites. I still get giddy at fall previews and this year, couldn’t believe that Survivor was coming back for...Read More

I realized we’ve struck a nerve with this series, “Selling for Non-Sales People” when I mention we’ve rolled out this intensive and coaching program, the response is to grab my arm and say “YES! I NEED THIS” with giant eyes and emphatic jerking on my arm. The response in the first weeks has blown me...Read More

What is your conversion rate and why is this little number such an important indicator of your company’s performance and health? In the big picture, understanding your conversion rate helps you know exactly how much it costs you to gain a new customer. This can help you plan your budgets and determine your pricing and...Read More

**CAUTION: Painful #TruthBomb below** Have you started a blog for your business or sales efforts? How’s it going? Was your last post March 2014? How about that email newsletter to stay top of mind with clients? Or how’s your social media strategy working for you—are you connecting and engaging your top prospects? Ouch. We can...Read More