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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...
View Article“Sales” Isn’t a Dirty Word
“Sales” Is Not a Dirty Word I had a very strict Catholic mother and any swear word uttered by me or one of my 5 siblings was quickly followed by the taste of a bar of soap she put in our mouth. I...
View ArticleCalling All Heroes
Calling All Heroes With the success of the Marvel movies this year, it seems heroes are “in” – I suppose they weren’t ever really out…but there is heightened excitement around superheroes! In your...
View ArticleWorking Through Objections with Stop Drop and Roll
Working Through Objections Let’s take a quick trip down memory lane… when you were very young you learned what to do if your clothes caught on fire… Say it with me…Stop, Drop and Roll…. What’s great...
View ArticlePreparation Is Your Key to Powerful Sales Performance
Preparation Promotes Powerful Performance It’s a tongue twister and yet there’s a lot of depth in that statement. It got me thinking about when my daughter tried out for a competitive dance team....
View ArticleMindset Matters: Why You Must Slay Your Mental Monsters
When I was about 8 another kid told me a scary story about a woman who lived in closets and attacked children. Every night for months I was afraid that “Mary” was in my closet…and no matter how many...
View ArticleFinding the Right “Touch” for Lead Generation
Do you need to grow the number of prospects or leads at the top of your funnel? Most businesses do. And there are many ways of yielding potential buyers. It’s like my need for fresh vegetables…I want...
View ArticleWhy the Selling Winner’s Circle Is Bigger Than You Think
When’s the last time you considered who’s in your winning circle when you’re successful in your selling efforts? After all, the goal of our selling activities is to win business, trust, and a...
View ArticleStop the Interrogation: Go Forward with Conversion
I am a Law & Order SUV junkie – I enjoy figuring out the plot twists and whodunnit. I watch with interest how the detectives interrogate the suspects to get to the truth…or what they believe is...
View ArticleTo Make More Sales, Make Time for Preparation
Have you ever watched what an athlete does before their event? Or any type of performer before their production? There’s stretching, visualizing, time with their coach and teammates or cast members,...
View ArticleThe Qualifying Conundrum in Sales: Misfit Clients Beware
Let me ask you a question or two: Is every client you’re working with someone you wish you could duplicate? Are they profitable, finding value in your solution, and do you look forward to your next...
View ArticleDanger, Danger! The Pitfalls of Premature Proposals
We’ve attended several weddings this past month – we’re in that stage of life! And in listening to the stories of these new couples, no matter how they initially met, there was time, shared...
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