One phrase that I hear often from sellers and businesses when they describe their offers really makes me cringe. I hear it a lot from sellers trying to paint a broad picture to capture as much potential business as possible. Yeah, I get crunchy when I hear, “We’re a One-Stop-Shop

We’re very close to Thanksgiving and all those holiday traditions that signal the slowdown of business and preparation for the next year. I know you’re thinking cranberry sauce and mashed potatoes but hold up—there’s still some really important work to do! This time of year, I’m usually writing about year-end

Have you ever done the “Sales Walk of Shame” back to your car in the parking lot after realizing you just lost a sale and thought, “What in the world happened?” You didn’t see that coming. You thought things were looking good for you. Your buyer said things were going

I received an email the other day from a company letting me know my order had shipped. The message came from “customerlove@blahblahblah.com.” Not “info,” not “orders,” but “customer love.” That made me feel special. For two reasons: It always makes me happy to know when my package was shipped and

Here is another one of those blogs where the universe has conspired to bring a topic to light. I’ve been on a campaign to move sellers from their intuitive behaviors to intentional actions. We do so many things naturally, in the course of selling, like building relationships, asking questions, respondingbut

I often joke about tattoos I would get—if I were the tattoo-ing sort. There are 5 or 6 phrases I use so regularly. They’re soundbites that are recurring in most of our training sessions and after a while, my sellers can repeat them back to me like audience members that

This blog is a CHALLENGE to you. If you’re reading it on a Monday, make something BIG happen by Friday ! I did a double take when I read this statistic on Jill Konrath’s blog, citing a piece of research from LinkedIn “Win rates multiply up to 4 times when

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

How do you feel about negotiation? For most of us, if we had to describe “negotiation” we imagine the back and forth pull and tension we’ve felt when buying a car or a house. And most sellers don’t love negotiation either—the fine line between giving away your margin or having

Here’s another peek into what it’s like to work with me and Sauce Agency. There are no magic tricks. No silver bullets. No one size fits all sales training. No quick fixes to improving sales results. Every business is different but many of the problems with Sales Team’s performance can