I can usually diagnose problems pretty quickly. I work hard to do so because of that whole “time is money” theory. I like to think it’s a combination of listening, experience, perception, and intuition that makes me a keen consultant. Like a bloodhound for revenue issues . . . but one that loves a good...Read More

I hear sellers and business owners tell me they “Don’t want to be too pushy” at least 5 times a week. Trust me, if you have to say that, you’ve never been “too pushy”. Many of us have had negative experiences with salespeople that have a bulldozer mentality. They’re not afraid to run over you...Read More

Has this ever happened to you? A hot prospect shows tremendous interest. You have a great first conversation. Your initial meeting was promising. You agree to talk next steps. You send them an email to follow up . . . and get crickets. You leave them a voicemail . . . and hear nothing. You...Read More

What thoughts go through your head when you call someone and don’t get a callback? How do you feel when you get no response to an email you sent a prospect? Sellers tell me that the biggest frustration and source of pain in their job is feeling like they’re being ignored by potential customers. For...Read More

As a salesperson, this is a tough time of year. In addition to being difficult to move business forward during summer, it’s hard not to hyperventilate or get all crunchy when it comes to YOU taking time off for vacation. What happens if that elusive buyer is FINALLY ready to roll when you’re out and...Read More

Do you remember the old instructions on the back of a shampoo bottle? I think there are still a few around with those instructions. “For best results, Lather, Rinse, Repeat” This was actually one of my super successful sales mantras when I was a sales account executive in Television, Commercial Print, and Flexible Office Space....Read More

We’re very close to Thanksgiving and all those Holiday traditions that signal the slowdown of business and preparation for the next year. I know you’re thinking Cranberry Sauce and Mashed Potatoes but hold up – there’s still some really important work to do! This time of year, I’m usually writing about year-end strategies to keep...Read More

Probably one of the most frustrating scenarios in sales is when you have a conversation or exchange with a prospective customer, follow up with a brilliant email containing a meeting request, information, or pricing, et cetera … and then, NOTHING. Your Follow-Up FLOPPED! • Why didn’t they respond? • Why haven’t they replied? • I...Read More

My husband sent me this email earlier this week. He’s such a good sport. I truly think he may listen to what I say about sales and selling and I’m convinced he may even read my blog posts. He knew he had an example of a #SalesFail. A case study of what NOT to do...Read More

Does this sound familiar? The last several years have been pretty good. Successful, even, in the arena of sales. Strong economy. Low unemployment. Customers have been buying. You’ve competed to keep your customers. Service them well. Then, out of the blue, COVID-19. A global pandemic blows up your business base. Everything is on hold. The...Read More