Business Is 24/7—Sales Reps Don’t Have to Be

Life was much simpler for sales reps before the internet. If you wanted information about a company, you called the Corporate Communications department, and they sent you an annual report. When you came home from work, you were finished for the day. It was time for...

5 Success Strategies for Women in Sales

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 Trumps Technology

A sales executive at a leading marketing automation company surprised the heck out of me when I asked him about the advantages of technology for salespeople. After all, his company is a leading provider of technology to automate leads. But he spent more than 30...

Are a Few Bad Clients Dragging You Down?

We’ve all worked with bad clients. They nickel-and-dime you, and then expect you to deliver additional services quickly and at no charge. They challenge your expertise and question you on every move. They drain your company’s resources and energy until your team...

What Women in Sales Have That Men Don’t

Men still outnumber women in sales, but that’s changing quickly. Succeeding in sales is about building and nurturing relationships, and women are natural networkers and conversationalists. Sometimes we hesitate to ask for help, but we also recognize the importance of...