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How to Stop Taking Rejection Personally

How to Stop Taking Rejection Personally

I can’t tell you how many times people tell me they “could never” be in sales. When I ask why, I get vague answers about not liking to sell or not being good at it. Eventually, when I bring it up, they’ll agree that one of the big issues is, they couldn’t handle the...

You Lost Me at “Hello”

You Lost Me at “Hello”

Ask sales managers what they look for in a salesperson and inevitably one of the top three responses is some variation of enthusiasm, passion, or energy. But can enthusiasm be a liability? In a coaching session with a junior sales rep this morning, I was role-playing...

Ten Ways to Prepare for a Tough Negotiation

Ten Ways to Prepare for a Tough Negotiation

By the time two parties to a negotiation are sitting across the table from each other, the negotiation may already be over. If you didn’t plan ahead, chances are that you’ve walked in to a fait accompli, a done deal, a ship that’s already sailed. If the other party...

50 Ways to Fight Gender Bias in Sales

50 Ways to Fight Gender Bias in Sales

Every week, someone asks me (at least once) about a specific situation a woman has had in the workplace – usually on a sales team - either to get some advice, tell what happened, or simply to share in a safe space about an incident involving them or someone they know....

Six Sales Mistakes Guaranteed To Kill The Sale

Six Sales Mistakes Guaranteed To Kill The Sale

When it comes to mastering the art of sales, sometimes it can be more important to understand what not to do when trying to get the sale. Sales is one business where you cannot fake success. Your numbers, your goals and your bottom line results will always reveal your...

10 Ways to Achieve Your Sales Goals Faster

10 Ways to Achieve Your Sales Goals Faster

When it comes to mastering the art of sales, sometimes it can be more important to understand what not to do when trying to get the sale. Sales is one business where you cannot fake success. Your numbers, your goals and your bottom line results will always reveal your...

Before You Respond, Make Sure You’ve Got the REAL Objection

Before You Respond, Make Sure You’ve Got the REAL Objection

Every January 1st brings with it a new round of resolutions, both personal and professional. You’ve made it through the first week of the year and your goals are hanging there. You may be feeling as if you’re already behind, or you’ve missed them already. For me, the...

4 Trends That Will Improve Your Sales Effectiveness in 2019

4 Trends That Will Improve Your Sales Effectiveness in 2019

There are, of course, right ways and wrong ways to respond to buyer objections. This blog post doesn’t go into that. Instead, this post focuses on a fundamental first step that most sellers forget when responding to an objection. Unless you take this critical step, no...

Finally a Rule to Improve Sales Velocity

Finally a Rule to Improve Sales Velocity

The world of sales is moving so rapidly it is hard to keep up. And, with the average 18-month turnover of sales leaders, it is more important than ever to know what levers to pull to improve effectiveness. Should you focus on AI, technology, enablement or something...

What about the Buyer’s Process?

What about the Buyer’s Process?

The 48-Hour Rule™ Did you know that your prospects and customers are evaluating you (and your organization) with every interaction? They’re asking themselves the following questions: Is this person (organization) reliable? Will this person handle my needs in a timely...

Sales Force Turnover: Good or Bad?

Sales Force Turnover: Good or Bad?

It is always good to hear about the women who have gotten into a sales role in a company where there is or has been a male majority sales team. The opportunities in a sales career are some of the best compared to any other corporate role. It can also be a tough grind,...

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