Competition

Are you leaving the door open for the 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...

3 Seller MUSTS for Effective New Business Development

I remember a funny moment about 10 years ago when a client figuratively slammed the door on me. I had set my sights on this...

What are the TOP 4 Sales Challenges for Sellers?

What do YOU think would be the response when asked, “What are the top challenges sellers and sales pros face today?” Up until 5 to...

Move Your Buyers from Price to Value with this ONE Question

So many of our blog posts and discussions are fruits derived from working through situations with sales teams in sales meetings and training sessions. I’ve...

Systems Failure: A Small Business Sales Fail

This is not a “let’s trash small business discussion.” It’s really more of a love letter to small business a plea for you to change...

Research, Call, and Most Importantly, FU . . . Here are 5 reasons to make your “FOLLOW-UP PROCESS” your top priority.

I will admit I’d like to see your face right now after reading this title. It wasn’t intentionally “click bait” but when sitting in a...

How do you counter this common buyer push back and move the conversation forward?

It’s presumptuous to think that your customers don’t already have a solution for the service or product you provide. Perhaps presumptuous isn’t the right word....

5 ways to make the Holiday Season a productive time for Selling

Thanksgiving signals the official rounding of the corner for wrapping up the business year. While never an excuse that I’ve subscribed to (or let my...

Heat Up Your Sales Results – Advice via Referral Expert Joanne Black

We’re back this week with another blog post on how to avoid Sales Fails. This time, I asked another Women Sales Pro member, Joanne Black,...

Does Your Business Team Have The Right Skills? (March Madness Edition)

This post evolved from a conversation with a colleague, Gina Trimarco, of Pivot10 Results, a leadership, sales, and service trainer, a studier of people, and...