If you run a business, you probably spend a lot of time fending off, or at least ignoring crappy sales attempts—to be blunt. I say this with love for my profession of sales—which I’m obsessed with improving—as I too am now fending off crappy sales attempts. Though, they do provide

Traveling to NYC this past week, I had the opportunity to get chatty with many of my fellow travelers. Going places is pretty much a universal language and helps create instant bonds when you’re all in this together on a plane, or in a terminal. So, unless you give the

Last week, amid the hustle and bustle of clients and travel plans, I made time to attend the FedEx Executive Women’s Day out at TPC Southwind, at the invitation of my friend and financial planner. I have to admit, I was in the weeds last week and I didn’t do

Ask anyone how they determine who to pick for their fantasy sports team and they’ll tell you it’s all about the “stats.” Performance metrics are the best indicators of future success. Stats are kept for each play, each hit, tackle, pass, catch, whatever the sport if an athlete moves, it’s

I realized we’ve struck a nerve with this series, Selling for Non-Sales People. When I mention we’ve rolled out an intensive coaching program, the response is to grab my arm and say “YES! I NEED THIS” with giant eyes and emphatic jerking on my arm. The response in the first

Last post we started the series Selling for Non-Sales People to give a framework and roadmap for those of you who may be business owners, bankers, lawyers, consultants, fundraisers, directors, or anyone who doesn’t have the term “Sales Pro” in their professional title. Everyone is in sales in some capacity

More and more when I meet business owners at conferences or events and exchange introductions, the conversation quickly turns to “selling” for the owner and how difficult it is for them. Most often, they say, “I just don’t have enough time to get out there and sell.” But what I

Several posts back, I shared how one of my clients was focused on how BIG and monumental the sale was for her and for her customers. She was suffering from a bit of self-sabotage by projecting her emotions and insecurity on to her customer and letting fear of closing the

We’re back this week with another blog post on how to avoid sales fails. This time, I asked another Women Sales Pro member, Joanne Black, “What would be the one thing, you would tell sellers to stop doing immediately?” Being the sales industry authority and go-to expert on Referral Selling,

Last week I was working with a business owner on her sales process. She had engaged a prospective new client and we were discussing the next steps to close this large opportunity. She was nervous, understandably, and she really wanted and needed this account and all the working capital and