Last post we started the series Selling for Non-Sales People to give a framework and roadmap for those of you who may be business owners, bankers, lawyers, consultants, fundraisers, directors, or anyone who doesn’t have the term “Sales Pro” in their professional title. Everyone is in sales in some capacity

More and more when I meet business owners at conferences or events and exchange introductions, the conversation quickly turns to “selling” for the owner and how difficult it is for them. Most often, they say, “I just don’t have enough time to get out there and sell.” But what I

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

We’re back this week with another blog post on how to avoid sales fails. This time, I asked another Women Sales Pro member, Joanne Black, “What would be the one thing, you would tell sellers to stop doing immediately?” Being the sales industry authority and go-to expert on Referral Selling,

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

What is your conversion rate and why is this little number such an important indicator of your company’s performance and health? In the big picture, understanding your conversion rate helps you know exactly how much it costs you to gain a new customer. This can help you plan your budgets

Earlier this year, my friend and super sales trainer, Alice Kemper asked me my thoughts about the term Sales Playbook. I had shared with Alice that we build these often and help our clients execute these plans and she’s heard the term frequently lately and wanted to know if it

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

When one of our clients asks us to work with their sales team on revenue growth, we first conduct some interviews of the sales people and ask, “What do you need to do your job better?” they usually answer with one of these two responses: “More aggressive pricing” and “More