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4 Ways to Prove Your Sales Training Is Worth It
Does this scenario sound familiar? Your first round of budget planning for next year included all the items you know are necessary to grow your business: payroll, benefits, facilities, maintenance,...
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One Question To Launch Your Annual Business Review
The year-end is here. Is your sales team in the midst of their big push? Wouldn’t it be great to not be in crunch mode at the end of the month, quarter, and year next year? It is possible with a plan...
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Why New Year’s Is Not the BEST Time to Focus on Goals
Nearly every website, blog post, and article this week is about goals. A focus on goals is never a bad thing, but is now the best time to focus on goals? Don’t get me wrong, goal setting is a key...
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3 Ways to Help Your Team Actually Achieve Their Sales Goals This Year
It’s the start of a brand new business year. If you haven’t already, you’ll soon share sales goals with your team. And that’s when the real work begins…the tough stuff that helps your team actually...
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Little Words, Huge Impact
Ever say something you wish you could “take back?” I sure have! Unfortunately though, you can never erase the words you say…and someone else hears. Think about the social media snafus from celebrities...
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The Search for Sales Reps: Homegrown versus Hunted
Hunting and farming are familiar terms to anyone who owns a business or is in sales. They’re commonly used to describe different types of sales roles-with hunters as those who search and secure new...
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Premature Proposals Promote Poor Performance
Did you read the title? While it’s definitely a tongue twister, it’s always truth: Premature anything in sales is a BAD practice. Unfortunately, premature proposals promote poor performance way too...
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How to Solve the 3 Sales Challenges Every Manager Faces
Managing a sales team is no easy task. Whether you have tenured reps or an inexperienced team, if your goal is growth, there are many challenges to tackle. Fortunately, some of the most common...
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The Hidden Phenomenon That Makes Your Meetings Unproductive
When is the last time you walked out of a team meeting and thought, “Wow, everyone was engaged, involved, and participating?” From what my clients tell me (or should I say complain to me about), this...
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Why a Win-Win Sales Approach Falls Short for Winning Big
For so long, we’ve been told to focus on win-win solutions and win-win negotiations. Yet in a traditional win-win situation, the goal is for two stakeholders–typically the buyer and the selling...
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Activate Your Team to Sell More
It’s an endless cycle of trying to get more from each person on your team, isn’t it? You can’t take a break from the sales push because of the demands and expectations from your board, stakeholders,...
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Never Ever Ever Make the Same Stupid Sales Mistake I Did
I recently found myself in a sales situation that brought back memories of a sale I am not proud of. In fact, I am quite embarrassed. Yet if we’re smart, we can learn from mistakes, can’t we? And big...
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What Not to Do When You Hear a Sales Objection
It’s often the “sticky” part of a sales conversation…when your buyer states the dreaded “but.” This is when you can make or break the sale the moment you open your mouth. That’s why I’m sure you’ll...
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The Research Says… Skill and Will Are Key to Top Sales Performance
I love data and research…especially when it comes to people. Buyers, sales people, and leadership are of particular interest. When new reports are published, I get my hands on it as soon as possible....
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Sometimes You Just Have to Drive
She handed me the keys and said, “Enjoy your trip.” I stood in front of the counter stupefied…didn’t she know? Didn’t she know I have NEVER driven on the “wrong” side of the road while sitting in the...
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The 3 Questions You Must Answer at the Start of Your Sales Conversation
You’ve scheduled an appointment with a prospective buyer and, like all top performing sales reps, prepared for your conversation by identifying your objective planning your questions and everything...
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3 Uncommon Actions to Help Actually Achieve Your Goals
Shalane Flanagan won the NYC marathon women’s division this past weekend. This is a goal achieved that was long in the making. Her story is one of determination and sacrifice, ending with big success....
View ArticleWhy Does Sales Still Get a Bad Rap?
Just the other day, I ran into someone I haven’t seen in a very long time; we served on a school board together years ago. As we did the typical “what are you up to?” chit chat… she said, “Are you…uh…...
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Don’t Let Your Buyer’s Laziness Stop Your Sale
“Nancy….you’re making this too difficult for me.” A client recently wrote those exact words to me in an email. Those are not the words I ever want to see — or hear. The email then went on to tell me...
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Why a Win-Win Sales Approach Falls Short for Winning Big
For so long, we’ve been told to focus on win-win solutions and win-win negotiations. Yet in a traditional win-win situation, the goal is for two stakeholders–typically the buyer and the selling...
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