10 Reasons Why I’m about to Leave You
12 Surefire Ways to Connect With Buyers
3 Personal Reflections on Being a Successful Woman in a Male-Dominated Profession
I haven’t given much thought to this. Until now, in celebration of International Women’s Day, when I’ve been asked to share my reflections on being a woman in sales. Bossy. Bitchy. Competitive. Ice Queen. Opinionated. In my sales and sales management career, I’ve been labeled all the above. I’ve earned a few other labels, too…. Read More
5 Leadership Lessons from Ned Yost, Manager of the Kansas City Royals
5 Reasons I Disagree with Most Sales Experts
5 Things I Learned about Sales by Publishing a Book about Sales
7 Practical Ways to Sell, Train and Manage by Focusing First on Others
It’s human nature to focus on self. On top of that, the perception (fair or not) is that sellers are even more self-oriented than people in most other professions. To overcome this perception and temper that human nature, sales managers, sales trainers, and sellers need to work more deliberately to focus first on others. Developing… Read More
7 Sales Lessons from Restaurant Servers
After you make a sale what do you do to encourage follow-up business? Next time you’re enjoying a relaxing meal in a fine dining restaurant, observe these six sales lessons that will help you get follow-up business from your customers, too. Fine dining restaurants depend on the upsell and work to maximize each diner’s tab…. Read More
A Difference of Opinion
All Good Things Must Come to an End
Are Speaking Skills More Valued than Listening?
Are you Guilty of These 4 Clarity Violations?
Are You Mentoring or Coaching? There Is a Difference!
Sales coaching has a proven ROI and profound impact… when it’s genuinely coaching. Many sales managers don’t understand the difference. They’re mentoring, not coaching. One business coaching pioneer explained it this way: Mentoring views us as empty vessels into which knowledge can be poured. Coaching sees us as acorns. Inside each of us is already… Read More
Are You Over-Selling?
Are You Really a Partner? Should You Be?
Becoming a Change Agent
Build Trust with Your Buyers by Understanding All 12 Dimensions of Trust
Buyer’s Habits Have Changed. Have Yours?
Buyers Are Telling Us What They Want. Are We Listening?
There’s no denying that buyers are empowered. It’s one of the most significant shifts in economic history. Dr. Rosabeth Moss Kanter, Harvard Business School, describes it as “an enormous global power shift from producers to consumers, from those who make to those who buy.” That’s why selling today is different than it was a decade… Read More