As sellers, aren’t we always looking for an easier way to talk to buyers? We’re looking for easier conversations. Looking for ways to relate and be relevant to our customers. We’re trying to find ways to make people want to listen to us amongst the crowded field of our competition

Many sales people and business owners tell me networking is how they fill their pipeline with leads and opportunities. And rarely, do I ever believe them. I do believe networking can lead to opportunities, but more often than not, networking simply fills up their calendar and gives them the feeling

What’s the easiest thing you’ve ever sold? What product was a home run for you? For me, the easiest thing I’ve ever sold is Girl Scout Cookies. And by “me”, I mean, my daughter, and her troop. I’m just the driver and logistics support for the outfit. Maybe this isn’t

*Note: This may ruffle your feathers. Good. If you disagree with me, let me know why. When I’m speaking at an event with sales pros, many times veteran sellers will approach me and size me up with these questions, “What techniques do you teach?” or “What are the hottest new

Several months back I was sitting in on a sales meeting with a new client, observing her sales team, what she asked of them and what they reported. When asked about the progress on meeting with a particular prospect, one sales rep admitted, with frustration: I don’t know what his

As the topic of probably 1/3 of all conversations and certainly 1/3 of all social media posts, this election is truly remarkable and will certainly be dissected 7,432 ways in the history books. What I think is remarkable from a sales vantage is how these presidential candidates are masterful in

As we wind down summer activities, the nation gets ready to send our children back to school—which euphemistically means, back to learning, studying, and progressing. I’ve found that this time of year is an excellent time to ramp up my own learning and focus on business growth—both to finish 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,

A while back, we participated in a great business expo hosted by the local chamber. At our booth, we asked people to “Give us their best pitch” about their business. And we offered to record it for them and email them the sound bites. There was a specific point to

Watching the sales activity of several sales teams lately, I have come to the conclusion that these teams are truly confused about the differences between marketing and selling. I work with many small businesses where the business owner and/or the small sales teams sell and there isn't a marketing department