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Seven Rock Solid Ways to Deliver Prospect Value

Seven Rock Solid Ways to Deliver Prospect Value

The days of ‘telling’ prospects about your company and services are long gone. It is not enough to be an expert on your products or services to succeed today.  Even product demos or prospect presentations must be 100% focused on your prospect’s priorities.  In other...

PROSPECT PRESENTATIONS: THE NEW WAY

PROSPECT PRESENTATIONS: THE NEW WAY

(This post was jointly created by Lisa Magnuson and Julie Hansen - big thanks to both for the submission)  When you really think about the term ‘presentation’ or ‘demonstration’ what associations come to mind? If you’re the presenter, you think about: preparing your...

International Women’s Day 2021

International Women’s Day 2021

For #IWD2021 (International Women’s Day) we encourage you to #ChooseToChallenge and help make sales teams reflect who our buyers are. In 2019 we inherited the podcast, Conversations with Women in Sales (#CWWIS) and there are currently over 90 episodes with amazing...

How to Avoid ‘The Stall’

How to Avoid ‘The Stall’

Statistics indicate that most ‘stalls’ and ‘stops’ in the sales process are associated with a lack of rigor during the qualify stage. Many sellers also fail to provide value during the develop stage. It’s easy to fall into the following trap: Your prospect expresses...

Podcast Won a 2020 Bronze Award!

Podcast Won a 2020 Bronze Award!

It is so exciting to announce that the “Conversations with Women in Sales” podcast – begun by our good friend and colleague, Barbara Giamanco, has WON a BRONZE award from TOP SALES WORLD magazine! This has been a journey and one that happened during a tough time when...

Want a 5X Deal this Year?

Want a 5X Deal this Year?

Salespeople who are trying to identify, develop and close big deals right now are facing unprecedented challenges.  They include: Prospects are distracted, hard to reach and hesitant to set meetings

Barbara Giamanco – a Women in Sales Champion Gone but Not Forgotten

Barbara Giamanco – a Women in Sales Champion Gone but Not Forgotten

We lost a champion in the B2B Sales Community recently. Her name was Barbara Giamanco and in addition to being a colleague, she was a friend of mine. Barb passed away on May 17, 2020, at home in her sleep.

I’d like to share some of her accomplishments (we’ll share her obituary link here once it is secured). For now, here are highlights of her long-running career.

Interested in learning more about a career in sales?

Sales is an admirable profession with many companies seeking to add more women to their sales teams. Learn where to start by reach out to us.