This past week, I’ve been evaluating some options for a client to pair the outside sales team we’re building with an inside sales team to do heavy prospecting and lead generation for one of the product areas that has a very large prospect base. If you’ve been on the internet

I am constantly looking around, trying to identify the “selling” moments that happen in everyday transactions and interactions—big and small. Trying to articulate the good, the bad, and the really terrible, because most selling exchanges are not clearly defined moments that each party is privy to—rather, they are small, natural

I’ll admit, I’ve done it before. In my sales career, I’ve been frustrated and tried to get a buyer to respond with something compelling but in my haste, I’ve sent the “Just Checking In” email. Have you received one of those? Or sent one? Hi Bill, How’s everything going? I’m

When is the last time a stranger surprised you? Made you stop in your tracks, jerked you out of your “zone” and piqued your interest? Every once in a GREAT while, I get a cold call from a sales pro that really makes me stop and listen for at least

Dear Salesperson, It’s time for a heart-to-heart. I do appreciate your questions. I do. But I find myself giving the same answer over and over and over: “How do I get buyers to listen to me? I can’t seem to get their attention, a callback or response.” Many of you

In a previous BrightTalk webinar, I surveyed the audience of sellers and asked, What is your biggest challenge in prospecting? I thought the results were extremely interesting—and they validated what I’m hearing from many businesses and sales pros about their challenges in new business development. Of the 120 live viewers,

The question I ask sellers and business owners most often is: “What’s the biggest obstacle to where you are now and achieving your sales goals?” What does your gut tell you is the most popular response? What would you say? Here are their answers in descending order: 3rd most common

I’m following up on last week’s post, The Power of Feedback with my promise to show you: The Biggest Mistakes We've Found When Coaching You On Sales Phone Calls We use call recording as a powerful way to help sellers improve their skills. This process is incredibly effective at assisting

I just came back from a phenomenal sales conference with my peer group, the Women Sales Pros. We have a public half-day conference and then two days of our private group learning and growing through shared expertise. It was my privilege to be tapped for a first-time session of “Cold

I can usually diagnose problems pretty quickly. I work hard to do so because of that whole “time is money” theory. I like to think it’s a combination of listening, experience, perception, and intuition that makes me a keen consultant. Like a bloodhound for revenue issues —but one who loves