Women are darn good at sales. We’re hardwired to be nurturers, connectors, and collaborators. We see the complexities in deals and dig deep to find the best solution for each client. We instinctively know how to build strong relationships and earn clients’ trust.
Yet, women in sales face barriers to our progress. Some barriers we create for ourselves. Others have formed over the years based on perceptions that we’re too soft, that we can’t manage work and family, that we don’t understand technology. (more…)
Did you know that the most expensive coffee in the world costs about $3000 per kilogram? The coffee is known as Kopi Luwak. Some experts believe that only about 5000 pounds of authentic Kopi Luwak is collected annually.
Besides being extremely rare, the main reason it is so special is that it has a, um…natural production method. Coffee beans first get eaten by a wild jungle cat, known as a civet.
The civet processes it as it passes through said kitty’s intestinal tract. Afterwards it is collected, washed and dried, crushed, and finally roasted and then sold.
And people actually buy it. On purpose. (more…)
Executive decision makers have until year end to make things happen before their reviews. Not only do they need to complete initiatives on their list to get their bonuses and great scores, but also, those looking for promotions must showcase themselves to management. Further, many decision makers have to use their yearly budgets before they lose their yearly budgets. What does this mean for business leaders and salespeople? Opportunity!! Below are ideas we’ve found successful in capturing opportunities while helping corporate decision makers achieve their goals. (more…)
I believe that creating experiences that knock buyer’s socks off, at every touch point in the buying and customer lifecycle, is how you win!
Let me clarify what I mean by “experience”. I mean the positive or negative reaction at every interaction in the process of first connecting with a prospect, working with them throughout their decision making process, closing the business and retaining them as a happy customer for life. Google termed it ZMOT – zero moment of truth. That moment when a buyer decides to work with you or not. (more…)
This might be the Information Age, but there’s plenty of misinformation floating around the digital world. Wake-up call: You’re in the wrong job if you believe everything you read about lead generation techniques.
The biggest myth is that 57 percent of the buying process is complete before prospects ever talk to salespeople. Believe that and you’ll be in the same boat as everyone else—waiting for inbound leads to come in. Some of those leads might pan out, (more…)
It was 4pm on a Thursday and I was sitting in my car outside Starbucks. It had been one of those days. You’ve probably had one like this too. Phone call followed by phone call followed by meetings and then more phone calls. I had one more call to go. One call standing in between me and the latte I really wanted. The call was with Andrea, a prospect I met a few months back. She was very interested in our Door Opener® Service. She said to me, “Caryn, I can close a sale most of the time when I’m in front of the right prospects. I just can’t get in front of enough of the right prospects! Can you help?” (more…)