It’s becoming increasingly more difficult to earn a response from a prospect these days. In 2007, it took almost 4 touches on average to get a response. Since then, the average has been more like 8 to 12 but hold on to your lunch . . . According to the Sales Development Technology Report by...Read More

What would you expect from Ivy League MBA students when it comes to selling? A while back, I had a really cool privilege to offer a sales coaching session to Harvard MBA students! Harvard’s School of Business created an extensive buyer/seller scenario for their students which culminated in a role play where students each took...Read More

How often do you face a stalled sale or wilted opportunity after you propose a solution? This is a GIANT bummer because we know how hard it is to get a prospect’s attention. We hustle and grit it out to make the calls, emails, and connections payoff with conversations and meetings. It’s frustrating when prospects...Read More

A while back I was in Seattle with my favorite group of women and my favorite conference of the year. The Women Sales Pros gathers for a two-day learning extravaganza every fall and I always walk away dizzy with new ideas to implement and new insights to bring to my clients – as #LearnHarder is...Read More

Are you lagging or leading? Let me share with you a bit of my diagnostic process. When I talk with sales leaders or business owners about their sales teams, I ask, “tell me about their performance?” Their response is usually something along the lines of, “Well, we missed our target last quarter,” or “We’ve had...Read More

We talk quite a bit about asking questions in the sales process. Ask better questions. Don’t assume. Listen. Don’t “tell”. And there is one more super-fantastic way “questions” can be the MVP of your sales game. Ask questions about your prospect’s questions. What? I started paying attention to this a few years ago. As a...Read More

Normally, feedback on a stage is a terrible, annoying thing. Audio feedback occurs when a sound loop exists between an audio input and an audio output. That shrill noise is loud and piercing. Performance feedback, however, is a gift. Opportunities to receive feedback on our performance are sometimes designed in our job roles: annual reviews, quarterly...Read More

I remember a funny moment about 10 years ago when a client figuratively slammed the door on me. I had set my sights on this customer as an ideal prospect for my printing solution. I found the right contact, called, emailed, called, emailed, called, called, and one day she answered the phone and said, “Tell...Read More

Whether I’m working with a fresh-faced new seller or a seasoned pro, one thing that almost every seller does is “underprepare” for meetings and calls. Even when they know I’m going to join them, listen in, or attend the meeting with them, they grab a blank notepad and dial or walk into a meeting. I’ve...Read More

This is not a “let’s trash small business discussion.” It’s really more of a love letter to small business a plea for you to change so that you can compete with your online retail competition. Two weeks ago I started the process to try to make and buy custom t-shirts for my volleyball team. I...Read More