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

Resolutions. People either love them or hate them. January 1st is just another day to many people, much like a Monday. Regardless of how you feel about fresh starts on the first day of the year, revisiting your business goals annually (semi-annually and quarterly as well) is vital to business

I recently recorded a session for a Virtual Sales Summit along with three super-smart counterparts—and our focus was on Coaching the Next Generation of Sales Leaders. My contribution to our sales coaching discussion was: 3 Keys to Coaching Behavior Changes Coaching is one of those broad, ambiguous titles. Some folks

If you asked 10 sales pros what their primary goal would be, you’d predictably get some variation of, “Close more deals,” or “Grow revenue,” or “Make my quota and bonus.” I like the eye on the prize mentality but question those answers as goals. They are outcomes. They are results

I get frustrated sometimes. More often than I’d like to admit. I found myself explaining the story of Jack and the Beanstalk to a salesperson last week, a very young salesperson, who didn’t get my reference when I said, “There are no magic beans.” It seems that Jack and the

Sales is exhilarating. Selling is grueling. Sales is non-stop activity. Selling is exhausting. Sales is juggling competing priorities. Selling is chasing a constantly moving target. How do you keep filling your new business pipeline, juggling activities, reports, administrative stuff, client relationships, and avoiding burnout? Considering the recent (various) reports that

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