The Holidays are about to roll in and roll over us in all their festive and glittery glory. It seems once we pass Turkey day, the remaining few weeks of the year pick up steam like a snowball rolling downhill. For business, that means we’re starting to think about wrapping things up this year, taking...Read More

Don’t slip into that Turkey Day slump just yet! While friends and family, celebrations, and personal reflection are all a significant part of the end of each year, this is still a critical time for business. For Business Owners and Decision Makers, there’s still much work to be done to make it to the end of the year. They...Read More

I’ll admit, I’ve done it before. In my sales career, I’ve been frustrated and tried to get a buyer to respond with something compelling but in my haste, I’ve sent the – “Just Checking In” email. Have you received one of those? Or sent one? Hi Bill, How’s everything going? I’m just checking in to...Read More

In a previous BrightTalk webinar, I surveyed the audience of sellers and asked, “What is your biggest challenge in prospecting?” I thought the results were extremely interesting – and they validated what I’m hearing from many businesses and sales pros about their challenges in new business development. Of the 120 live viewers, those that responded...Read More

At a friend’s recommendation a while back, I read a short but poignant book by Jon Gordon: Training Camp, A Fable About Excellence. You may recognize his name from one of his many other books, such as The Energy Bus, The Carpenter, and The Positive Dog. Jon has a gift to take business and life...Read More

I just came back from a phenomenal sales conference with my peer group, the Women Sales Pros. We have a public half-day conference and then two days of our private group learning and growing through shared expertise. It was my privilege to be tapped for a first-time session of “Cold Call Coaching” along with another...Read More

Here’s a new approach to the profession of sales. For years, we’ve seen the reputation of sellers slide into a negative, “pushy” or “obnoxious” stereotype of the “don’t-take-no-always-be-closing” pushers portrayed in movies such as The Wolf of Wallstreet, The Boiler Room, and Glengarry Glen Ross. Personally, it pisses me off that so many sellers before...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

Mother’s Day reminded me of an episode of The SellOut Show where we talked to the super seller, Josh Sutton from DiscoverOrg and in a passionate moment caught up in prospecting, he stated that he “believed he could sell DiscoverOrg to his grandma.” To his GRANDMA! Wow. That’s confidence! It made me think, could I...Read More

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...Read More