Nov 14, 2019 | Sales Leadership
Stop confusing your buyers. I was so frustrated. I was trying to contact a prospect and couldn’t find the company phone number on their website. Maybe it’s old-fashioned, but the phone works. I wasn’t cold calling, I was calling a referral—who, by the way, had no...
Oct 24, 2019 | Sales Leadership
Have you ever been confused about your company’s vision? I have. I’m not surprised that communication is the #1 driver of exceptional leadership. It’s common sense. It’s also becoming a common problem, considering effective communication is in increasingly short...
Oct 10, 2019 | Sales Leadership
If you’re in data overload, you may not need to be You’ve heard the phrase: “How do you eat an elephant? One bite at a time.” I know it’s a disgusting mental image, but there’s wisdom in this metaphor. How often do you take on large projects and get mired down in the...
Oct 3, 2019 | Sales Leadership
Here’s what I’ve learned about selling from some top women leaders. When Amy referred to herself as a “bulldog,” the idea conjured up images of a pushy, arrogant, aggressive, in-your-face salesperson—the kind none of us wants to be. But that’s not what bulldogs are,...
Sep 26, 2019 | Sales Leadership
Your blood alcohol level endangers everyone around you. Our global team won a huge deal. We got emails and voicemails raving about how the team worked together, pulled all-nighters, and managed to get everything in sync for the big bake-off. The win was the largest in...
Aug 1, 2019 | Lead Generation, Referral Sales, Sales Leadership
Referral makers don’t want your money. They want to know you’re trustworthy. You’re going to pay me how much for referral business? No thanks! When I refer you, I put my reputation on the line, so I need to trust that you’ll take care of my connection as I would. You...
