There’s hardly anything I can think of that’s more cringeworthy to a seller than hearing, “I’ll think it over” come out of a prospect’s mouth after you’ve proposed a solution or put a contract in front of him or her. For me, it was worse than hearing a flat out,

No one and I mean NO ONE loves it when I’ve ever asked them to role-play a sales scenario. It’s hard to explain how many times I’ve gotten eye rolls when I brought up role-playing through a scenario. Why do we hate it so much? Well, it’s awkward. Everyone’s staring

Over these past few weeks, I’ve had strong reinforcements of my core beliefs about sales training: Most of it needs to be undone. I see proof every day that sales onboarding is upside down or backwards. I see sales training that is hype, technique and manipulation-based vs skills focused. Much

Let’s talk about your sales and profit margins. How effective do you think your sales and/or marketing messages are? Are they compelling and converting leads in to opportunities and opportunities into customers with strong and healthy margins? At what rate? And at what cost to acquire a new customer? (If

Here’s another peek into what it’s like to work with me and Sauce Agency. There are no magic tricks. No silver bullets. No one size fits all sales training. No quick fixes to improving sales results. Every business is different but many of the problems with Sales Team’s performance can

So many of our blog posts and discussions are fruits derived from working through situations with sales teams in sales meetings and training sessions. I’ve written about plenty of my own selling successes and hard lessons learned but I am always in discovery mode looking for better ways to connect

Road tripping this to a volleyball tournament a while back, I had 3 hours to spend in the car with my 12-year-old daughter. We listened to hundreds of songs on my iPod. Rolling through several decades of old and new ones. At one point, she marveled at how many songs

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

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

Let me be frank. I have a lot of kids. Like, a lot. To be more specific, I have 5 kids between the ages of 3 and 13, and one of those has lifelong severe disabilities. While I am so thankful that I have a job that has given me