Where does blog inspiration come from? Many, many posts over these last few years have come from being on the buying side – analyzing and reverse engineering my experience as a customer to share the Do’s, Don’ts and Sales Fails that can help my clients and audience build smarter sales

“Everyone’s on vacation!” “It’s too hot to get out and see a bunch of people!” “No one is making decisions right now!” Recognize these statements? They’re the little lies we tell ourselves because during these dog days of summer, we’re hot, we’re tired, and either trying to catch up from

Recently, I handed over my email address to a sales technology company and, much to my annoyance, my phone number, name of my company, title, and headcount—to download an e-book of “something or other” (it was so memorable, I couldn’t tell you the details of what or why I opted

If you run a business, you probably spend a lot of time fending off, or at least ignoring crappy sales attempts—to be blunt. I say this with love for my profession of sales—which I’m obsessed with improving—as I too am now fending off crappy sales attempts. Though, they do provide

Traveling to NYC this past week, I had the opportunity to get chatty with many of my fellow travelers. Going places is pretty much a universal language and helps create instant bonds when you’re all in this together on a plane, or in a terminal. So, unless you give the

Last week, amid the hustle and bustle of clients and travel plans, I made time to attend the FedEx Executive Women’s Day out at TPC Southwind, at the invitation of my friend and financial planner. I have to admit, I was in the weeds last week and I didn’t do

Several posts back, I shared how one of my clients was focused on how BIG and monumental the sale was for her and for her customers. She was suffering from a bit of self-sabotage by projecting her emotions and insecurity on to her customer and letting fear of closing the

Last week I was working with a business owner on her sales process. She had engaged a prospective new client and we were discussing the next steps to close this large opportunity. She was nervous, understandably, and she really wanted and needed this account and all the working capital and

This post evolved from a conversation with a colleague, Gina Trimarco, of Pivot10 Results, a leadership, sales, and service trainer, a studier of people, and a fantastic business sage. Gina uses analogies and metaphors in much of her training and coaching so I challenged her to take part in our

If you’ve had young children, you’ll feel my lament over those awful cartoons with the characters and theme songs that take root in your adult head like uninvited weeds in your brain garden. From the mouse to the purple dinosaur to the little girl who yells everything and carries a