There once was a gutsy sales rep named Lucy. She was clever, confident, and yes, she had a little bit of sass to her, but she had never sold to the C-Suite before. One day, she found herself gearing up for the most significant pitch of her life – to the CEO of a multinational… Continue reading High Stakes & High Heels: The Sassy Art of Selling to the C-Suite
Recently a client challenged me to help them amp up their sales meetings. They wanted to spark creative thinking and identify blindspots regarding their offers, sales process and culture. They wanted 10 questions to ask their sales team that weren’t just “out-of-the-box” thinking, they wanted “box-isn’t-even-in-the-building” thinking. Intrigued? You should be. You see, a study… Continue reading “10 Questions to Ask Your Sales Team: The Decathlon of Sales Success
More than two decades ago, when I embarked on my sales training, coaching, and consulting adventure, I was frequently bombarded with the question: “What are the best cold calling opening lines?” You see, in those prehistoric days, making cold calls was the bread and butter of prospecting. Fast forward to today, with the advent of… Continue reading Cold Hard Truth About Best Cold Calling Opening Lines
The Emotional Edge for Leaders and Sales Pros in a Robotic World Picture this: You walk into a room full of robots, all trying to sell you the latest gadgets and services. While their efficiency and data-driven approach might impress you, it’s hard to imagine having a meaningful conversation or building a lasting relationship with… Continue reading AI meets EI
When I opened my sales training company in 1998, I taught building rapport as the first step in a sales process designed to sell a prospect on buying products and services. However, looking back, it was something that was taught in order to close business, and not meant to be a manipulative technique. Today, prospects… Continue reading Why is building rapport so important in sales
If I had a dollar for every time someone asked me how to sell without selling, I wouldn’t have to coach salespeople anymore for a living. I’d be too busy buying yachts and private islands with all that cash. But alas, here I am, still coaching salespeople and trying to answer the age-old question of… Continue reading How To Sell Without Selling
Last week on a call with one of my long-term VIP coaching clients, the objective was to clarify her personal and professional goals so she could earn more money in fewer working hours. I mean, who doesn’t want that? Right?!? Except she’s not driven by money and her current compensation structure is primarily salary with… Continue reading Why do business tasks trump personal goals?
Yeah, yeah, yeah… new year, new you, right? Every year we have high hopes, but we also know hope is not a strategy so… how about we focus on habits rather than hope. Here are some new habits I started that have worked… I mean it’s day five of the new year and I’m still… Continue reading Habits Not Hope