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

“They haven’t called me back.” It’s the most common response to “Where are we with prospect ABC?” This response, “They haven’t called me back,” lands with a thud at my feet like a bag of rocks when I hear it from a seller or business owner. I can feel the

Let’s do a reality check. Your customers know if you’re showing up for all the wrong reasons. They can smell it. Even on the phone. Self-serving sellers show up for all the wrong reasons. It’s what goes through buyers’ minds when they pick up the phone: “Is this person going

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

I hear sellers and business owners tell me they “Don’t want to be too pushy” at least 5 times a week. Trust me, if you have to say that, you’ve never been “too pushy”. Many of us have had negative experiences with salespeople that have a bulldozer mentality. They’re not

Have you ever started talking to someone and then a “look” comes over them? They pull back a little, maybe cross their arms or turn their body away from you. You’ve just lost their trust. What was it you said or did that triggered their distrust response? It could be

I’ve always thought the term “Sales” was a bit of a misnomer. People say I’m in “Sales.” It’s a noun, which is the result, not the action, which is different than how “Marketing” is presented—as a verb. From a psychological frame of reference, I try to use “selling” as often

Have you ever heard of kudzu? If you’ve driven through the Southeastern parts of the US, you’ve probably seen kudzu. It’s an Asian vine introduced to the US and branded in the 1930s and 40s as a way for farmers to control erosion and introduce nitrogen to their soil. You