What do you think would be the response when asked, “What are the top challenges sellers and sales pros face today?” Up until 5 to 10 years ago, you might have heard a resounding, “Lack of leads!” coming from salespeople. Nowadays, in this lightning-fast digital world of social platforms and

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

We’ve seen some amazing examples of leadership, kindness, and compassion from individuals and from business organizations during the coronavirus pandemic. We’ve also seen shady, opportunistic behavior, and businesses price gouging, gobbling up resources, etc. Our business behavior matters. Future customers and future employees will want to know how a business

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

If your days are running together and every day feels like it “could be” the weekend or a half-day, or ultra-casual day due to working from home during the pandemic, I want to share with you my Monday morning sales meditation to help you create a “set point” for your

Depending on what you’re selling and who you’re selling to, or maybe you’re cutting out a commute, you may have some extra time on your hands to refresh or reinvent your sales process and selling tools. Here’s a great place to start. This past week, I was reviewing a pitch

Hello friends. How are we doing in these are strange and uncertain times? I’ve spent the last two weeks working with sales teams that scrambled to go remote and figure out a new selling strategy, empathetic and compassionate messaging, and how they can best help their clients and customers. From

So, your field sales team has become an inside sales team and they’re working at home? How do you make the transition? Inside sales teams right now have a slight advantage in that their tools, strategy, and processes are not likely to be wildly different—except for those that were centrally

Everyone struggles with lack of confidence at some point in their lives. In fact, It is estimated that 84% of the population deals with low self-esteem. Research has shown that low self esteem can affect our earning potential, energy levels, personal relationships, and overall health. It is easy to see

Yes, sellers love to cringe or roll their eyes when we say “role play” in coaching or training sessions. Along with call recording and ride alongs with sales leaders or peers, conducting role play scenarios are hands down one of the most effective tools to improve sellers’ skills and increase