Saleswomen Don’t Need to Be Tech Gurus to Sell Technology
Sue wasn't the most technical person in the world, but now she's selling technology in a male-dominated industry. At first, she struggled to embrace the technology at a deeper level. Then she realized she didn't need to get into the weeds. She had access to technical...
What exactly does a thought leader do?
Do you struggle with titles? Do they seem a bit arbitrary, and for the most part, irrelevant? There are some who say that it may be time to do away with titles, and I might agree. But I also know that there are always going to be those that take comfort in them...
Is Self-Absorption Affecting Sales Success?
Is it possible that living in a selfie society is affecting sales results?Sales success? You know, that insatiable desire to take a picture of yourself--regardless of what you’re doing--and immediately post it on all the social media channels. The goal is to make sure...
What Happens When We Get Emotionally Involved in Sales Opportunities?
Emotional involvement is something that, as humans, we can’t help but default to a level of personal comfort. And as a member of the human race, it is something I struggled with for a long time. What does getting emotionally involved look like? Ever had a buyer ask...
Perseverance, Resiliency and Revenues
A few years ago, I was talking to a successful colleague who also is in the sales training business. Pete had just returned from an appointment where the purpose was to close a $100K deal. Upon arriving at the company, his supposed-to-be new client apologized and said...
The Power of Stories and Sales Leadership
We’ve all heard the phrase that “knowledge is power.” But that phrase needs more: “Knowledge is power--when it is applied.” We don’t lack for information in a world with too much of it. What I see happening is the inability to apply the information. Sometimes this is...
Resources and Groups for Women in B2B Sales #WomenInSales
I was able to contribute to the recent Sales Hacker post Top Communities for Women in Sales and Revenue written by Sales Hacker founder Max Altshuler. Max is a strong ally in the B2B sales world for diversity and inclusion. From the very first events that Sales Hacker...
The Sale Happens In The Follow-Up
5 Things You Need To Know Have you ever had that sales call? That sales call that goes so well. The client is great, and the conversation flows. Their challenges are made for your products and services, and the solutions you offer are just what they need. Budget is no...
Epic Sales Presentation Failures
When I say sales presentation, I don’t just mean any sales presentation. This is the big one. Maybe you’re one of three finalists for a 5X deal (i.e. five times larger than your average deal size). Perhaps retaining your largest customer depends on your ability to...
How To Build A Prospect List
3 Strategies To Build A Better List Get prospecting right and the rest of the sales process will take care of itself. It’s true – There’s very little that can positive impact the sale more than prospecting. If you master the art of identifying and finding the right...
When Does Persisting become Pestering?
Auto dialers and CRMs, along with sales managers everywhere, are being questioned by sales reps. The systems and sales managers are programmed to push for following up with prospects. The sales reps are skeptical, feeling that following up too soon or too often will...
6 Reasons Marketing And Sales Should Work Together
Strategies To Drive Sales It’s an age old problem, the friction between marketing and sales. In most organizations they are like oil and water with marketing feeling like they are doing all the heavy lifting – developing campaigns, strategies that tap new prospects...
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