This past week, I’ve been evaluating some options for a client to pair the outside sales team we’re building with an inside sales team to do heavy prospecting and lead generation for one of the product areas that has a very large prospect base. If you’ve been on the internet lately and wanted to explore...Read More

Earlier this year, my friend and super sales trainer, Alice Kemper asked me my thoughts about the term “Sales Playbook”. I had shared with Alice that we build these often and help our clients execute these plans and she’s heard the term frequently lately and wanted to know if it was a “buzz word” or...Read More

We’ve had great response (and a lot of STRONG suggestions) when we started asking sales leaders across the country to share their insights about what sales pros should STOP doing to earn more sales. I had particularly emphatic response from my colleagues of Women Sales Pros, whom all seem to be on a mission to...Read More

A while back, we participated in a great business expo hosted by the local chamber. At The Selling Agency booth, we asked people to “Give us their best pitch” about their business. And . . . we offered to record it for them and email them the sound bites. There was a specific point to asking...Read More

You can say it in many ways. You can define it in many terms – from the technical to blunt: CASH FLOW is KING for small business. The ability to survive and the opportunity to thrive for a small business both hinge on access to available cash. Surviving means you have the necessary cash to...Read More

“Just the facts, ma’am” – is the iconic line parodying detective Joe Friday from the old show Dragnet. Meant to demonstrate the character’s dry approach to interviewing witnesses, sometimes I feel like I’m meeting a live “Joe Friday” when I’m approached by someone trying to sell me a product. No context, no perspective or relevance...Read More

This week marks the start of the last quarter of the year for most businesses. There are holidays, parties, vacations and lots of fun to be had between now and 2016 but don’t think that letting off the gas now and coasting is going to get set you up to grow and compete next year....Read More

“Opt In” or “Subscribe Here” . . . we have come to expect a certain level of value when we surrender our email address to a company and expect some unwritten {and also written} rules to be followed and a significant exchange of something worthwhile to us in response to handing over our email address....Read More

In getting to the business “promise land” – profit and growth, success isn’t always a perfectly pristine theory translated into a formula. Success is tough and dirty work, sometimes even ugly. This week, I had to share a fascinating series of books {and short but insightful blogs} by Roy Osing: BE DiFFERENT or be dead...Read More

This week marks the 100th blog post in The Pipeline. Whew. That is a lot of blood, sweat, tears and dedication to writing to and for our core audience of entrepreneurs, sales pros and leaders. Sharing insights, experiences and perspectives has been the BEST and most important strategy I have implemented in my business. Committing...Read More