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Entrepreneur
Small Business Sales Fails
This is not a “let’s trash small business discussion.” It’s really more of a love letter to small business a plea for you to change so that you can compete with your online retail competition. Two weeks ago I started the process to try to make and buy custom t-shirts for my volleyball team. I...
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Sales Onboarding and training are backwards
Why do we love toddlers and small humans in weddings? It’s not because ring bearers and flower girls perfectly execute their duties with the style and panache of professionals. It’s because, in spite of rehearsals, practices and coaching, we know that they are a wild card and are capable of melting down, going off course...
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When and how do I hire a salesperson
  We run across this situation quite often. You started a business. You hustled. You busted your behind. You earned trust. You demonstrated experience and credibility. You brought in the customers and your business took off. But at a certain point, you spent less time selling and more time “doing” and running the business. At...
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Who's really calling the shots in your sale
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 well. But somewhere along the...
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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...
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In the last post, I started down the road of what makes a well-rounded sales pro. First and foremost, I think Super Sellers are self-starters who continue to invest in their own success with a continuous love for learning. Buying has evolved at warp speed over the last decade so sellers need to continue to...
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The Modern Sellers Creed_Helping vs Selling
There is a great commercial out now that reminds about what the true meaning of “Selling” should be. It’s a Capital One pitch for their new “Capital One Cafes” – where they point out that all banks look and feel the same. Their novel idea is to provide a relaxed, easy environment, “A welcoming environment...
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So What. Now What. How to recover after a sales blunder.
A week or so ago I was in Seattle with my favorite group of women and my favorite conference of the year. The Women Sales Pros gathers for a two-day learning extravaganza every fall and I always walk away dizzy with new ideas to implement and new insights to bring to my clients – as...
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Your Summer Reading List
Finally, it’s looking more like summer will actually arrive this year! After a long winter, I’m ready to get outside and spend time in the sunshine – enjoying the longer days and downtime. For many of this, that means vacation and summer reading! I love stacking up my summer reading list. Whether it’s an audiobook...
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What I learned from Harvard MBA students
What would you expect from Ivy League MBA students when it comes to selling? Last week I had a really cool privilege to offer a sales coaching session to Harvard MBA students! Harvard’s School of Business created an extensive buyer/seller scenario for their students which culminated in a role play where students each took turns...
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