Blog: The Pipeline

Disrupt Buyer Expectations

How Do You Get Buyers’ Attention? Disrupt Their Expectations

Potatoes, Eggs, Bacon, Croissant, Orange Juice, Dolphins. See what I did there? Your brain started looking for a pattern: Food, Breakfast Foods … then, BAM....
Read More
coaching for success

3 Keys to Coaching Successful Changes

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...
Read More
sales role play is awkward

You’re Right. Sales Role Playing Sucks. Try This Instead …

No one and I mean NO ONE loves it when I’ve ever asked them to role-play a sales scenario. It’s hard to explain how many...
Read More
Winging It is Expensive and Risky

Is Winging It Your Downfall?

Whether I’m working with a fresh-faced new seller or a seasoned pro, one thing that almost every seller does is “underprepare” for meetings and calls....
Read More
Is prospecting swinging for the fences?

Is Prospecting “Swinging for the Fences”?

The stats on prospecting that have been quoted (me included!) for the past several years go something like this … 48% of salespeople never follow...
Read More

Are you asking enough questions?

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...
Read More
1 4 5 6 7 8 48