We spend a huge amount of energy working with our clients on the early stages of their pipeline. Right now, the demand for our customers’ attention is intense. We are fighting to be able to get in front of buyers for those first precious impressions and to be able to

There’s all this free sales advice out there. So, why aren’t your sales team members killing it? Why aren’t they soaking it up? Why aren’t they studying YouTube, signing up for all the webinars, and buying all the freaking books? Seriously, WHY? Don’t they WANT to kill it? Don’t they

There’s hardly anything I can think of that’s more cringeworthy to a seller than hearing, “I’ll think it over” come out of a prospect’s mouth after you’ve proposed a solution or put a contract in front of him or her. For me, it was worse than hearing a flat out,

Many times when a new client reaches out or “sends up the bat-signal” it comes after one or more significant sales losses—especially if the loss is an existing account and it came as a shock. This has happened to me when I was an account executive and I see this

Why do we love toddlers and small humans in weddings? It’s not because ring bearers and flower girls perfectly execute their duties with the style and panache of professionals. It’s because, in spite of rehearsals, practices and coaching, we know that they are a wild card and are capable of

Do you remember the old instructions on the back of a shampoo bottle? I think there are still a few around with those instructions: For best results, Lather, rinse, repeat.” This was actually one of my super successful sales mantras when I was a sales account executive in television, commercial

Potatoes, Eggs, Bacon, Croissant, Orange Juice, Dolphins. See what I did there? Your brain started looking for a pattern: Food, Breakfast Foods…then, BAM. Disruption. Want to Get Someone’s Attention? Disrupt Patterns and Expectations Our brains are—say it with me now—FUTURE PREDICTION MACHINES and we’re constantly surveying and assessing for what

I helped a friend out a few weeks ago. She has built a team of salespeople underneath her in a business that sells global products made by artisans paid fair wages. The organization commits the profits heavily to humanitarian efforts around the world as well. Her team members are NOT

Let’s talk about your sales and profit margins. How effective do you think your sales and/or marketing messages are? Are they compelling and converting leads in to opportunities and opportunities into customers with strong and healthy margins? At what rate? And at what cost to acquire a new customer? (If

I recently recorded a session for a Virtual Sales Summit along with three super-smart counterparts—and our focus was on Coaching the Next Generation of Sales Leaders. My contribution to our sales coaching discussion was: 3 Keys to Coaching Behavior Changes Coaching is one of those broad, ambiguous titles. Some folks