I realized we’ve struck a nerve with this series, Selling for Non-Sales People. When I mention we’ve rolled out an intensive coaching program, the response is to grab my arm and say “YES! I NEED THIS” with giant eyes and emphatic jerking on my arm. The response in the first

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

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

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

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

We spend a lot of time and energy writing and discussing how to attract and sell to customers. Our focus is primarily on the top of the funnel – generating “at bats” for our customers and readers because if you bring the right product to the right people at the

What do Monkeys have to do with building relationships to increase sales? A lot, actually. Stick with me here. In the 1990’s, British anthropologist, Robin Dunbar, studied primates and found a correlation between primate brain size and average social group size. By using the average human brain size and extrapolating

For years, to become better at sales and selling, sales people and business owners have focused on closing techniques or perfecting their pitch and offers. With the big flip in control of the sales process transferring to the buyer, in order to become better at selling now, we must study

In my experience working with businesses in all different industries at different stages—from small businesses, to mid sized business and even enterprise organizations, I’ve found one particular place where most businesses and sales professionals are lacking: a real, actionable Sales Strategy to grow their business. Business Development is usually the