Way back when I started my first sales job, I had a pretty tough product to sell. I’m sure you’ve heard me mention this one or two dozen times, but I was selling advertising for the worst TV station in the market. We had to really hustle and get mega

One way to ensure that your company is more than just a name or a logo is through the messaging. Adding personality and flair to your brand makes it stand out from the crowd. Oftentimes brands forget to grasp a clear voice and tone for which they market themselves. Customers

Sales is exhilarating. Selling is grueling. Sales is non-stop activity. Selling is exhausting. Sales is juggling competing priorities. Selling is chasing a constantly moving target. How do you keep filling your new business pipeline, juggling activities, reports, administrative stuff, client relationships, and avoiding burnout? Considering the recent (various) reports that

Look, y’all, you know the saying about opinions, right? That everyone has one and everyone is entitled to one. My opinion about sales advice is very strong and I give it freely—as a friend most recently described, I’m going to be “as honest as a toddler or yoga pants” with

So, you’re thinking about starting a podcast and don’t know where to begin. If you’re anything like me, you might be intimidated by how many wildly popular podcasts already exist and wonder if you would have anything new to add to the conversation. I’d go so far to say that

Last week I decided to try something new with my sellers. I recognize this look of exasperation when I ask my sellers about their latest selling activity: prospecting, pre-qualifying, meetings, etc. For Account Executives or Account Managers, making time for Business Development can be incredibly tough with all they have

If you haven’t moved your business online yet, I guarantee you’ve thought about it. Sure, if you’re not the most tech-savvy or don’t know where to begin, the task may seem daunting. This message is for you: take the leap and do it now. While there are hundreds of reasons

“Oh crap. Is it too late to resuscitate?” Recently, a sales team found out the hard way that a client was pissed about something that happened several months ago. Unfortunately, they found out because they are being shut out of an enormous opportunity. They were coming at the opportunity from

What do you think would be the response when asked, “What are the top challenges sellers and sales pros face today?” Up until 5 to 10 years ago, you might have heard a resounding, “Lack of leads!” coming from salespeople. Nowadays, in this lightning-fast digital world of social platforms and

My husband sent me this email earlier this week. He’s such a good sport. I truly think he may listen to what I say about sales and selling and I’m convinced he may even read my blog posts. He knew he had an example of a sales fail. A case