Shawn Karol Sandy

I remember a funny moment about 10 years ago when a client figuratively slammed the door on me. I had set my sights on this customer as an ideal prospect for my printing solution. I found the right contact, called, emailed, called, emailed, called, called, and one day she answered

Whether I’m working with a fresh-faced new seller or a seasoned pro, one thing that almost every seller does is under prepare for meetings and calls. Even when they know I’m going to join them, listen in, or attend the meeting with them, they grab a blank notepad and dial

“Don’t you just LOVE meetings!” Said probably no one ever. Sales meetings, in particular, were usually met with an eye roll so hard from me that I could examine the back of my brain. Time after time, whether they were weekly, monthly, or scheduled on a whim, sales meetings devolved

That was a special Mother’s Day! Unique, for sure. Remembering this special experience from a few years ago: No sleeping in, breakfast in bed, or brunch this year. This year we were out the door before school bus time and on our way to a special experience at FedEx. Me

This is not a “let’s trash small business discussion.” It’s really more of a love letter to small business a plea for you to change so that you can compete with your online retail competition. Two weeks ago I started the process to try to make and buy custom t-shirts

Part of understanding the negative feelings out there about sellers is reconciling the fact that much of the sales advice out there preaches manipulative and controlling sales practices that leave customers skittish, untrusting, and gun-shy about sellers’ intentions. Which is why buyers don’t return our calls, shrug off our emails,

I surveyed a sales team recently prior to a Skills Building session on Pushback, Objections, and Negotiation, and asked them some of the most common obstacles they face in business development. Their answers didn’t surprise me, but one of the things about their answers that I pointed out really made

We spend a huge amount of energy working with our clients on the early stages of their pipeline. Right now, the demand for our customers’ attention is intense. We are fighting to be able to get in front of buyers for those first precious impressions and to be able to

There’s all this free sales advice out there. So, why aren’t your sales team members killing it? Why aren’t they soaking it up? Why aren’t they studying YouTube, signing up for all the webinars, and buying all the freaking books? Seriously, WHY? Don’t they WANT to kill it? Don’t they

There’s hardly anything I can think of that’s more cringeworthy to a seller than hearing, “I’ll think it over” come out of a prospect’s mouth after you’ve proposed a solution or put a contract in front of him or her. For me, it was worse than hearing a flat out,