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

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,

If your days are running together and every day feels like it “could be” the weekend or a half-day, or ultra-casual day due to working from home during the pandemic, I want to share with you my Monday morning sales meditation to help you create a “set point” for your

Looking forward to the New Year, I’m thinking about the most important areas to focus on for my clients’ sales teams. Prospecting is always tough, closing is a priority, new business development is critical—what’s your data telling you to focus on? If you’re looking for specific places to focus on

Having spent many of my first sales years in the TV industry, I absolutely love seeing the new fall shows in the July upfronts. We got a sneak peek into the new shows and the returning favorites. I still get giddy at fall previews and this year, couldn’t believe that

How many times have you been pitched to or sat in a meeting with someone blathering on about the features and benefits of their products? I say blathering because that’s what it feels like when someone is sitting in front of you talking about their product, their features and what

If you run a business, you probably spend a lot of time fending off, or at least ignoring crappy sales attempts—to be blunt. I say this with love for my profession of sales—which I’m obsessed with improving—as I too am now fending off crappy sales attempts. Though, they do provide

Traveling to NYC this past week, I had the opportunity to get chatty with many of my fellow travelers. Going places is pretty much a universal language and helps create instant bonds when you’re all in this together on a plane, or in a terminal. So, unless you give the

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

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