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Professional Development
11The Power of Feedback to Improve Sales Results
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...
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11WHO DO YOU HIRE WHEN DO YOU FIRE HOW DO YOU BUILD YOUR SALES TEAM
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...
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11Don't BLOW Your Sales Events No more boring sales training
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...
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11will you be replaced by a sales robot
Everywhere you look, artificial intelligence, automation, and technology are replacing interactions we once used to have with other human beings. Some of this we cheer – such as self-guided drivers’ license kiosks, bots or algorithms that predict which wine, books, or music we would like, or cars that guide you back to driving in your...
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11How do you climb out of a sales slump?
There seems to come a time in every performer’s career where they have a “slump.” Baseball players have them, golfers, and yes, sales pros too – even the best ones. So how do you handle a slump, slow streak, or sales drought? I thought back to my own days as an account executive and new...
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11What Makes A Stellar Seller part 3
Super successful sellers have some similar key characteristics. Self-starting, hard-working, disciplined … there are core traits and outliers that show up on personality tests. However, more telling to me than any of those core traits is the investment someone makes in their own career and skills. Well-rounded people have interests in many things and that...
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11What makes a super seller part 2
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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11Well Rounded sellers have charisma
What does it mean to be great at SELLING? What makes a Super Sales Person? There’s a remarkable amount of time, energy, and money wrapped up in building an effective salesforce – rightly so. Sales teams are the revenue drivers for the organization so we’ve got to invest in the vehicle, right! Like most things...
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11Sales Hacks for Productivity
Sometimes, when I’m talking with salespeople, something comes out of my mouth and I think, “Damn! I wish I’d recorded that. That was a really great sound bite!” It happens A LOT. Last week, I actually stopped to write down one of those verbal gems while discussing time and productivity with a team member. This...
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11What Can We Learn From Sales Bloopers
I like to categorize one of the worst things that have ever happened to me on a sales call as one of the BEST things that ever happened to me on a sales call. Imagine heading up to a very important meeting at a large bank headquarters with a VP of Something Important and a...
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