Shawn Karol Sandy

Have I told you how grateful I am for you? How thankful I am that you allow me in your inbox, in your social feeds, and give me feedback about how I can help you or move your business forward? I am. I am very grateful. And, in fact, some

I like to categorize one of the worst things that have ever happened to me on a sales call as one of the BEST things that ever happened to me on a sales call. Imagine heading up to a very important meeting at a large bank headquarters with a VP

Every December in Memphis, TN, thousands of people descend upon the city’s downtown area to participate in the St. Jude Marathon. Runners run or walk a 5k, 10k, half, or full marathon and raise funds to support the mission, research, and children of St. Jude. Many years the marathon weekend

Everyone hates to fail. We don’t want to admit to failure. I despise it. Even though we’re familiar with sayings that tell us how much we learn from failure, how it makes us stronger . . . and all those other rah-rah messages. Sure, we learn what we SHOULD have

If you’re a salesperson and your company isn’t investing in helping you build responsive sales skills, that really stinks. Maybe we should have a talk about why that is and where you are. In the meantime, if you’re a sales leader or managing a line of business and a sales

The stats on prospecting that have been quoted (me included!) for the past several years go something like this: 48% of salespeople never follow up with a prospect 25% of salespeople make a second contact and stop 12% of salespeople only make three contacts and stop 10% of salespeople make

Not to name drop but I have some extremely smart friends and colleagues that have written and are writing amazing sales books. I’ve reviewed a lot of them here and usually bring a few with me when I go to train a sales team. Many of my clients are devout

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

Putting together a speech for an upcoming keynote and looking for insights about growth and learning, I ran across a profoundly provoking quote and the work of Joe Dispenza that describes WHY it’s so hard to learn as an adult: Psychologists tell us that by the time we’re in our

Having a conversation with a Sales Director the other day about his sales team and he remarked that only one seller made their quota last year. Several of the team members were new (6 months in), and the others . . . well, they’re struggling. The one Account Executive that