So many of our blog posts and discussions are fruits derived from working through situations with sales teams in sales meetings and training sessions. I’ve written about plenty of my own selling successes and hard lessons learned but I am always in discovery mode looking for better ways to connect

Road tripping this to a volleyball tournament a while back, I had 3 hours to spend in the car with my 12-year-old daughter. We listened to hundreds of songs on my iPod. Rolling through several decades of old and new ones. At one point, she marveled at how many songs

A common sales problem came to light for me a week or so ago when a vendor reached out to me to suggest as the year-end was near, they might be able to consider lowering their price to close another deal before ending their year. Now, I am truly in

Look, y’all, you know the saying about opinions, right? That everyone has one and everyone is entitled to one. My opinion about sales advice is very strong and I give it freely—as a friend most recently described, I’m going to be “as honest as a toddler or yoga pants” with

Last week I decided to try something new with my sellers. I recognize this look of exasperation when I ask my sellers about their latest selling activity: prospecting, pre-qualifying, meetings, etc. For Account Executives or Account Managers, making time for Business Development can be incredibly tough with all they have

“Oh crap. Is it too late to resuscitate?” Recently, a sales team found out the hard way that a client was pissed about something that happened several months ago. Unfortunately, they found out because they are being shut out of an enormous opportunity. They were coming at the opportunity from

What do you think would be the response when asked, “What are the top challenges sellers and sales pros face today?” Up until 5 to 10 years ago, you might have heard a resounding, “Lack of leads!” coming from salespeople. Nowadays, in this lightning-fast digital world of social platforms and

My husband sent me this email earlier this week. He’s such a good sport. I truly think he may listen to what I say about sales and selling and I’m convinced he may even read my blog posts. He knew he had an example of a sales fail. A case

Are you tired of dealing with tire kickers? You know, the prospects who appear to want to buy from you but never seem to make up their mind? Maybe even worse, you think they're interested, but they outright ghost you? Does your sales team waste company hours calling potential leads

Here’s a short and simple thought for you to contemplate this week. You thought you knew the answer to this question.Your company may have trained you on this. You may have thought the answer was obvious. But that was before this pandemic forced us into a hurried change in how,