Category

Professional Development
What do you do after a sales blunder?
A while back 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 #LearnHarder is...
Read More
Design a Fantastic Sales Meeting
“Don’t you just LOVE meetings!” . . . said probably no one ever. Sales meetings, in particular, were usually met with an eye roll so hard from me that I could examine the back of my brain. Time after time, whether they were weekly, monthly, or scheduled on a whim, sales meetings devolved into sessions...
Read More
Do you have a Sales Simulator
That was a special Mother’s Day. Unique, for sure. Remembering this special experience from a few years ago … “No sleeping in, breakfast in bed, or brunch this year. This year we were out the door before school bus time and on our way to a special experience at FedEx. One of my husband’s patients...
Read More
Ditch this terrible sales advice
Part of understanding the negative feelings out there about sellers is reconciling the fact that much of the sales advice out there preaches manipulative and controlling sales practices that leave customers skittish, untrusting, and gun-shy about sellers’ intentions. Which is why buyers don’t return our calls, shrug off our emails, and work hard to ignore...
Read More
Personal Improvement needs more than information
There’s all this free sales advice out there … So, why aren’t your sales team members killing it? Why aren’t they soaking it up? Why aren’t they studying YouTube, signing up for all the webinars, and buying all the freaking books? Seriously, WHY? Don’t they WANT to kill it? Don’t they WANT to be the...
Read More
sales role play is awkward
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 times I’ve gotten eye rolls when I brought up role-playing through a scenario. Why do we hate it so much? Well, it’s awkward. Everyone’s staring at you – thinking, “glad...
Read More
Sales Training Mistakes Costing You Opportunities
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
Sellers, Pay Attention to your Intention
Here is another one of those blogs where the Universe has conspired to bring a topic to light. I’ve been on a campaign to move sellers from their Intuitive behaviors to intentional actions. We do so many things naturally, in the course of selling, like building relationships, asking questions, responding . . . but often,...
Read More
Gold Medal Sales (and life) Advice from Olympian Bonnie Blair
Who’s the winningest woman in US Winter Olympics History? That would be Longtrack Speed Skater Bonnie Blair with 5 Gold medals and 1 Bronze. This past week, Bonnie Blair joined our annual Women Sales Pros conference as a guest speaker and shared some fantastic life lessons about training, competing, and reaching your goals. Her stories...
Read More
THERE ARE NO MAGIC SALES BEANS
I get frustrated sometimes. More often than I’d like to admit. I found myself explaining the story of Jack and the Beanstalk to a salesperson last week, a very young salesperson, who didn’t get my reference when I said, “There are NO MAGIC BEANS.” It seems that Jack and the Beanstalk isn’t as popular with...
Read More
1 2 3 4 5
The Pipeline

Recent Posts

Categories