Everywhere you look, artificial intelligence, automation, and technology are replacing interactions we once used to have with other human beings. Some of this we cheer—such as self-guided drivers’ license kiosks, bots or algorithms that predict which wine, books, or music we would like, or cars that guide you back to

I will admit I’d like to see your face right now after reading this title. It wasn’t intentionally click bait but when sitting in a client’s office and discussing his sales process, he wrote on his whiteboard: Prospecting Research Call/Connect FU He immediately realized his abbreviation for "follow up” looked

We’ve had great response (and a lot of strong suggestions) when we started asking sales leaders across the country to share their insights about what sales pros should stop doing to earn more sales. I had particularly emphatic response from my colleagues of Women Sales Pros, whom all seem to

Last week, part 1 of rocking your resolution, we talked about how most resolutions die a quick and sad death—like a fruit fly circling a banana. Why? Well there are many reasons, but you can break it down into two main reasons most resolutions fail: 1) You make the wrong

Everyone needs outside perspective. I got some recently from a really smarty pants colleague who pushed me to really focus on what the experience, core competencies and key deliverables would be for our clients. I ended up with this list: Quickly closing the gap on missed opportunities Increasing revenue and

How are you getting in front of your target audience? Do they know your expertise and value? Did you see what we did there? We didn’t say "customers” or “prospects” we used “audience.” Because if you only speak to who you think will buy from you, you’re missing the boat

This week, I met with my client, “Jane” who is launching a great new product. We talked about her initial efforts and responses to her first few prospect pitches. She was surprised that her first prospects balked at her value proposition and didn’t jump up and take her offer on

You can have a great idea. You can have a great product. You can be the best at what you do—but if you can’t effectively translate your value to another person or business and sell it to them, that’s a tough pill to swallow. Selling is all at once the

I’ve had the privilege of meeting and talking with thousands of people over the course of my career in sales, leadership and development. I've started carrying around this quote by Ayn Rand—wearing it, like a boxer’s robe ready to enter the ring: The question isn’t, “Who is going to let