Are your eyes on the competition or customers? What you should be obsessed with in your business. How do you handle the competition? Meaning, do your competitors factor into your offers, your customers, your sales and marketing strategy? How much weight should you give to their consideration? And, what exactly

We’ve had great response (and a lot of strong suggestions) when we started asking sales leaders across the country to share their insights about what sales pros should stop doing to earn more sales. I had particularly emphatic response from my colleagues of Women Sales Pros, whom all seem to

A while back, we participated in a great business expo hosted by the local chamber. At our booth, we asked people to “Give us their best pitch” about their business. And we offered to record it for them and email them the sound bites. There was a specific point to

When one of our clients asks us to work with their sales team on revenue growth, we first conduct some interviews of the sales people and ask, “What do you need to do your job better?” they usually answer with one of these two responses: “More aggressive pricing” and “More

You might be surprised to know where I find inspiration for these blog posts. Or, maybe not, considering you’re here. I bring a lot of everyday life into training and coaching conversations in sales. I find that general business jargon and “sales speak” make people want to take a nap

Watching the sales activity of several sales teams lately, I have come to the conclusion that these teams are truly confused about the differences between marketing and selling. I work with many small businesses where the business owner and/or the small sales teams sell and there isn't a marketing department