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We Rise by Lifting Others

I never aspired to enter a career in sales, but I had a natural gift for connecting with people, which made sales a natural fit. My non-traditional path to sales started early in my professional career when I lost my first marketing job in NYC.  It was during this...

Sell #LikeAGirl

There is an infamous Superbowl commercial for some of us that played in 2015 called #LikeAGirl and in honor of Superbowl weekend I’d like to share a great blog post sales strategist and best-selling sales author Jill Konrath wrote about that commercial. With no...

5 Ways to Hit Refresh on Your Presentation or Pitch

It’s a sad fact that most sales presentations and pitches are instantly forgettable. And forgettable presentations are unsuccessful presentations. One of the biggest reasons presentations are unsuccessful is because they follow a structure that has been around since...

Do These Five for a Best Sales Kickoff – SKO

With so many underperforming sellers, why put on an annual “rah rah” event only to turn everyone loose to go back to what they did before that hasn’t worked? Take the SKO as a time to regroup and re-focus on the priorities of the sales team’s mission. LEADERSHIP SETS...

Top Line Tips

It’s Sales Kick Off (SKO) Season…Again (Must read for those on the SKO planning team!) It's sales kick off season again and you want a high impact, memorable event.  The agenda content should serve to kick-start sales for the year. Easy, peasy – right?  Not so fast. ...

5 Surefire Tips for a Successful Sales Kick Off

Sales kickoff events are learning events. And even with online learning gaining prominence in sales organizations, these live, in-person events are still critical to skill development and sales results. Your annual sales kick off needs to serve as a learning...

Three Ways to Conduct a Great Sales Kickoff

Take a look at the word “kickoff.” It’s charged with excitement, anticipation, and energy. Now ask yourself if your upcoming sales kickoff will demonstrate that or fall into the “just another meeting” category. As a former vice president of sales, I can confidently...

5 Ways to Get Greater ROI out of your Sales Kickoff

Remember from last year’s Sales Kickoff? The theme?  The awards ceremony?  That awkward moment when the VP of Marketing tripped walking toward the podium? What about all those great new selling tactics your sales team was introduced to?  How many of those are actually...

A “Done Wrong for You” Example of Social Selling

When I’m building relationships with potential clients, LinkedIn InMail and invitations are part of my social messaging rotation. If you’re in B2B sales, you’re probably using it also. When done right, these tools are very effective for background research and opening...

Open the Window to the C-Suite

Many sellers don't recognize the precious few windows of opportunity to access the C-Suite. When it comes to your TOP Line Accounts™ (i.e. largest prospect or most important customers worth at least 5x your average customer or deal size), these open windows can be...

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