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Selling Pro
Disrupt Buyer Expectations
Potatoes, Eggs, Bacon, Croissant, Orange Juice, Dolphins. See what I did there? Your brain started looking for a pattern: Food, Breakfast Foods … then, BAM. Disruption. Want to get someone’s attention? Disrupt patterns AND their expectations. Our brains are, say it with me now, FUTURE PREDICTION MACHINES and we’re constantly surveying and assessing for what...
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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...
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Winging It is Expensive and Risky
Whether I’m working with a fresh-faced new seller or a seasoned pro, one thing that almost every seller does is “underprepare” for meetings and calls. Even when they know I’m going to join them, listen in, or attend the meeting with them, they grab a blank notepad and dial or walk into a meeting. I’ve...
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missed sales opportunities
My agile, fit, 70-year-old mother came over this week after cleaning her gutters. They were pulling away from the house so she climbed on a ladder and in the 90 degree Memphis summer heat, cleaned the debris and gunk out of her gutters. The rub came later when she was in the house and tidying...
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How do you feel about negotiation? For most of us, if we had to describe “negotiation” we imagine the back and forth pull and tension we’ve felt when buying a car or a house. And most sellers don’t love negotiation either … the fine line between giving away your margin or having to walk away...
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Putting together a speech for an upcoming keynote and looking for insights about growth and learning, I ran across a quote and the work of Joe Dispenza that describes WHY it’s so hard to learn as an adult: “Psychologists tell us that by the time we’re in our mid-30s, our identity or personality will be...
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This was a special Mother’s Day. Unique, for sure. 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 (he’s the GREATEST optometrist) is a flight instructor and invited...
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Selling IS Service
If you’re a salesperson and your company isn’t investing in helping you build responsive sales skills … that really stinks. Maybe we should have a talk about why that is and where you are. In the meantime, if you’re a sales leader or managing a line of business and a sales team and you’re looking...
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Winning vs improvement - which is your goal?
If you asked 10 Sales Pros what their primary goal would be, you’d predictably get some variation of, “Close more deals,” or “Grow revenue,” or “Make my quota and bonus.” I like the “eye on the prize” mentality but question those answers as goals. They are outcomes. They are results. Similar to the name of...
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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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