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 instant communication, that’s not so...Read More

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 #SalesFail. A case study of what NOT to do...Read More

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 bastard pandemic forced us into a hurried change in how, where, and WHY...Read More

We’ve seen some amazing examples of leadership, kindness, and compassion from individuals AND from business organizations during the Coronavirus Pandemic. We’ve also seen shady, opportunistic behavior, and businesses price gouging, gobbling up resources, et cetera. Our business behavior matters. Future customers AND future employees will want to know how a business treated its customers, employees,...Read More

If your days are running together and every day feels like it “could be” the weekend or a half-day, or ultra-casual day (Have you showered? No, that’s REALLY casual day) due to working from home during the Coronavirus pandemic, I want to share with you my Monday Morning Sales Meditation to help you create a...Read More

Hello friends. How are we doing in these are strange and uncertain times? I’ve spent the last two weeks working with sales teams that scrambled to go remote and figure out a new selling strategy, empathetic and compassionate messaging, and how they can best help their clients and customers. From email communication, social media, and...Read More

So, your field sales team has become an inside sales team AND they’re working at home? How do you make the transition? Inside sales teams right now have a slight advantage in that their tools, strategy, and processes are not likely to be wildly different – except for those that were centrally located and now...Read More

If you’re feeling like the world has turned upside down, or that we’re living inside an episode of The Twilight Zone, you’re not alone. Every day of these past few weeks has brought new, strange, and scary uncertainty with the arrival of the COVID-19 pandemic that is running rampant worldwide. We’re not only facing a...Read More

Are you lagging or leading? Let me share with you a bit of my diagnostic process. When I talk with sales leaders or business owners about their sales teams, I ask, “tell me about their performance?” Their response is usually something along the lines of, “Well, we missed our target last quarter,” or “We’ve had...Read More

Over these past few weeks, I’ve had strong reinforcements of my core beliefs about sales training: Most of it needs to be, “Undone.” I see proof every day that Sales Onboarding is upside down or backwards. I see sales training that is hype, technique and manipulation-based vs skills focused. Much of the current “well-known” sales...Read More