What thoughts go through your head when you call someone and don’t get a callback? How do you feel when you get no response to an email you sent a prospect? Sellers tell me that the biggest frustration and source of pain in their job is feeling like they’re being

It’s a brand spanky New Year. As most people are, you’re probably pumped to put the last year behind you. The New Year always feels like a clean slate—full of promise and possibilities. Many of you may have plotted out budgets, planned expenses, or set goals and perhaps cemented your

If you’re a salesperson and your company isn’t investing in helping you build responsive sales skills, that really stinks. Maybe we should have a talk about why that is and where you are. In the meantime, if you’re a sales leader or managing a line of business and a sales

Would you believe me if I told you that the brain can detect grammar errors even when you're unaware? What about this: our brains are also hardwired to make grammar mistakes. That’s right—go ahead and forward this article over to your boss to explain the reasoning behind last week’s embarrassing

How often do you face a stalled sale or wilted opportunity after you propose a solution? This is a GIANT bummer because we know how hard it is to get a prospect’s attention. We hustle and grit it out to make the calls, emails, and connections payoff with conversations and

Accessibility is the smartest business decision you can make for your brand. Why? You should be asking yourself why not?! It’s just the right thing to do. Over 60 million adults in the United States have a disability that impacts some aspect of their life. I’d wager at least a

We talk quite a bit about asking questions in the sales process. Ask better questions. Don’t assume. Listen, don’t tell. And there is one more super-fantastic way “questions” can be the MVP of your sales game. Ask questions about your prospect’s questions. What? I started paying attention to this a

Customers need a reason to do business with you. Generally, that reason is to solve a problem. As your prospects move through the decision-making process, they research how to solve their problem through a purchase. They'll ask the following questions: Where does your product or service take me? Where will

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

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