Last week we kicked off a series highlighting costly Sales Fails from leading edge sales trainers and consultants around the country. With so much experience coaching, training and in the fields, my mastermind group of Women Sales Pros had plenty of examples to contribute. In the last post, we highlighted the #SalesFail many reps are...Read More

One of my favorite things I love asking sales people about is the worst sales experience they can recall. The stories I’ve heard range from “splitting my pants in a meeting” to “the customer fell asleep during my presentation” or this true story, “I walked in on my buyer making out with my competitor.” Yeah,...Read More

Last week, part 1 of Rocking Your Resolution, we talked about how most Resolutions die a quick and sad death – like a fruit fly circling a banana. WHY? Well there are many reasons, but you can break it down into two main reasons most resolutions fail: 1) You make the wrong resolution 2) You don’t...Read More

The fresh, exciting NEW-ness of a shiny year is here. Our annual tradition is to make one or several Resolutions—a commitment to do, change, stop or achieve something in this New Year. Making resolutions is the fun, exciting part of visualizing our business (or personal and professional) future and success. However, I don’t want to...Read More

Many times I have seen a sales person spend hours laboring over a presentation, packing it full of details, statistics, examples, graphs and graphics, pictures and hope. Yes, lots of hope, that the presentation will be so outstanding and cover every conceivable variable or objection that the customer will fall in love with the product...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

“Just the facts, ma’am” – is the iconic line parodying detective Joe Friday from the old show Dragnet. Meant to demonstrate the character’s dry approach to interviewing witnesses, sometimes I feel like I’m meeting a live “Joe Friday” when I’m approached by someone trying to sell me a product. No context, no perspective or relevance...Read More

If you’re looking for great competitive advantage in your selling efforts, this practice will help you convert more prospects to customers and attract your ideal buyers: Sell to REAL PEOPLE, not ROBOTS. Seems kind of obvious, right? But in our zeal to mechanize the sale process so we can pave the road to riches ....Read More

  When was your first or most impressive blow of rejection? Was it being picked last for kickball? Denied by your crush for a date to prom? Not getting in to your first choice college? Or losing a job to a more qualified candidate? Most of us have complicated and powerful associations with rejection that...Read More

“Opt In” or “Subscribe Here” . . . we have come to expect a certain level of value when we surrender our email address to a company and expect some unwritten {and also written} rules to be followed and a significant exchange of something worthwhile to us in response to handing over our email address....Read More