I just came back from a phenomenal sales conference with my peer group, the Women Sales Pros. We have a public half-day conference and then two days of our private group learning and growing through shared expertise. It was my privilege to be tapped for a first-time session of “Cold Call Coaching” along with another...Read More

By the time a business hires me to assist with the sales program, they’re pretty frustrated. They’ve had sales growth and sales success but can’t seem to replicate or scale those efforts with sales hires. If this feels painfully familiar, you’re not alone. But it doesn’t mean you’re in good company because it’s a miserable...Read More

As we are wishing for the cool weather of Pumpkin Spice Season (formerly called “fall” and “fourth quarter”), many of you are pushing hard to close out the year’s sales and have one eye on planning for next year too. For Sales Directors and Business Owners, this is that time when you start thinking of...Read More

Here’s a new approach to the profession of sales. For years, we’ve seen the reputation of sellers slide into a negative, “pushy” or “obnoxious” stereotype of the “don’t-take-no-always-be-closing” pushers portrayed in movies such as The Wolf of Wallstreet, The Boiler Room, and Glengarry Glen Ross. Personally, it pisses me off that so many sellers before...Read More

“Disparaging what one cannot obtain, as in The losers’ scorn for the award is pure Sour Grapes.” This expression alludes to the Greek writer Aesop’s famous fable about a fox that cannot reach some grapes on a high vine and announces that they are sour. By nature, sellers are competitive. The best salespeople are naturally...Read More

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...Read More

Everyone hates to fail. We don’t want to admit to failure. I despise it. Even though we’re familiar with sayings that tell us how much we learn from failure, how it makes us stronger . . . and all those other rah-rah messages. Sure, we learn what we SHOULD have done. That’s easy to see...Read More

Not to name drop but I have some extremely smart friends and colleagues that have written and are writing amazing sales books. I’ve reviewed a lot of them here on The Pipeline blog and usually bring a few with me when I go to train a sales team. Many of my clients are devout readers...Read More

Most of it, anyway, is actually terrible. I write this knowing that it could be confusing since many of you would consider what we do at The Selling Agency as “Sales Training.” Hear me out. When I look back at my years as an Account Executive in multiple organizations, I can recall almost every single...Read More

A while back I was in Washington DC giving a spectacular talk on Personality as a Seller’s Competitive Advantage. Along with my co-host of The SellOut Show, Dianna Geairn, we were invited to speak to the Institute for Excellence in Sales (IES) membership audience and as a mutually beneficial perk, the day before our early...Read More