You might be surprised to know where I find inspiration for these blog posts. Or, maybe not, considering you’re here. I bring a lot of everyday life into training and coaching conversations in sales. I find that general business jargon and “sales speak” make people want to take a nap

Watching the sales activity of several sales teams lately, I have come to the conclusion that these teams are truly confused about the differences between marketing and selling. I work with many small businesses where the business owner and/or the small sales teams sell and there isn't a marketing department

Avoid this sales fail via sales pro and founder of UpYourTeleSales, Lynn Hidy. This is the last blog in a 4 part series of Sales Fails where I asked the 4 brilliant and insightful sales experts in my Master Mind group to share their tips with me and the Sauce

In the first of the sales fails series, our sales pro gave the advice to stop hiding behind email in order to build relationships, earn trust and close deals faster. This week’s expert advice comes from the founder of Top Lines Sales, Lisa Magnuson, Top Line Deal Coach. Lisa’s advice

Last week we kicked off a series highlighting costly sales fails from leading edge sales trainers and consultants around the country. With so much experience coaching, training and in the fields, my mastermind group of Women Sales Pros had plenty of examples to contribute. In the last post, we highlighted

One of my favorite things I love asking sales people about is the worst sales experience they can recall. The stories I’ve heard range from “splitting my pants in a meeting” to “the customer fell asleep during my presentation” or this true story, “I walked in on my buyer making

Most every sales person I talk to asks me the same thing: “How do I get buyers to listen to me? I can’t seem to get their attention, a call back or response!” My response is a question back to them: “What are you doing differently than the other 37

Many times I have seen a sales person spend hours laboring over a presentation, packing it full of details, statistics, examples, graphs and graphics, pictures and hope. Yes, lots of hope, that the presentation will be so outstanding and cover every conceivable variable or objection that the customer will fall

There’s a certain comfort zone and preference most people have with the term “marketing” versus “selling.” Try telling someone “You’re going to start selling” and imagine what that reaction is versus telling a business owner or employee “You’re going to start marketing the business now.” Which one makes you a

As progressive sales practitioners we work hard to get our clients focus on articulating and demonstrating their value to earn more sales. Recently, a business owner I’ve met several times, let’s call him Mr. Discouraged, approached me at an event and he said to me, “Look, I read your blogs