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

Have you ever done the “Sales Walk of Shame” back to your car in the parking lot after realizing you just lost a sale and thought, “What in the world happened?” You didn’t see that coming. You thought things were looking good for you. Your buyer said things were going

Here is another one of those blogs where the universe has conspired to bring a topic to light. I’ve been on a campaign to move sellers from their intuitive behaviors to intentional actions. We do so many things naturally, in the course of selling, like building relationships, asking questions, respondingbut

Probably one of the most frustrating scenarios in sales is when you have a conversation or exchange with a prospective customer, follow up with a brilliant email containing a meeting request, information, or pricing, et cetera, and then—nothing Your Follow-Up Flopped! Why didn’t they respond? Why haven’t they replied? I

Who’s the winningest woman in US Winter Olympics History? That would be Longtrack Speed Skater Bonnie Blair with 5 Gold medals and 1 Bronze. This past week, Bonnie Blair joined our annual Women Sales Pros conference as a guest speaker and shared some fantastic life lessons about training, competing, and

How do you feel about negotiation? For most of us, if we had to describe “negotiation” we imagine the back and forth pull and tension we’ve felt when buying a car or a house. And most sellers don’t love negotiation either—the fine line between giving away your margin or having

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