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avoid resuscitating a deal gone wrong
“Oh crap. Is it too late to resuscitate?” Recently, a sales team found out the hard way that a client was pissed about something that happened several months ago. Unfortunately, they found out because they are being shut out of an enormous opportunity. They were coming at the opportunity from several angles with several divisions....
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Are you lagging or leading? Let me share with you a bit of my diagnostic process. When I talk with sales leaders or business owners about their sales teams, I ask, “tell me about their performance?” Their response is usually something along the lines of, “Well, we missed our target last quarter,” or “We’ve had...
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There’s hardly anything I can think of that’s more cringeworthy to a seller than hearing, “I’ll think it over” come out of a prospect’s mouth after you’ve proposed a solution or put a contract in front of him or her. For me, it was worse than hearing a flat out, “No” or “I’ve chosen another...
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Sales 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...
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3 Points of Gratitude for Salespeople
Have I told you how grateful I am for you? How thankful I am that you allow me in your inbox, in your social feeds, and give me feedback about how I can help you or move your business forward? I am. I am very grateful. And, in fact, some of the very best salespeople...
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Leaving the door open for your competition
Many times when a new client reaches out or “sends up the bat-signal” it comes after one or more significant sales losses – especially if the loss is an existing account and it came as a shock. This has happened to me when I was an account executive and I see this often when I...
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coaching for success
I recently recorded a session for a Virtual Sales Summit along with three super-smart counterparts – and our focus was on Coaching the Next Generation of Sales Leaders. (Here’s a link to catch the entire summit with some of the smartest sales minds you’ll find!) My contribution to our sales coaching discussion was “3 keys...
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I helped a friend out a few weeks ago. She has built a team of salespeople underneath her in a business that sells global products made by artisans paid fair wages and the organization commits the profits heavily to humanitarian efforts around the world as well. Her team members are NOT professionally trained salespeople, yet,...
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I surveyed a sales team recently – prior to a Skills Building session on Pushback, Objections, and Negotiation – and asked them some of the most common obstacles they face in business development. Their answers didn’t surprise me, but one of the things about their answers that I pointed out really made them think –...
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Do you LOVE your customers_
I received an email the other day from a company letting me know my order had shipped. The message came from “customerlove@blahblahblah.com.” Not “info,” not “orders,” but “customer love.” That made me feel special. For two reasons: It made me happy to know when my package was shipped and when I can expect it. It...
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