Building Bridges: How to Make a Difference in a Crazy World

May 11, 2023 | Sales Leadership

Let’s do the impossible together. I’m so conflicted, often scared. What’s this world coming to? I’m not a pessimist and try to look at the bright side, but there’s so much violence and hate. Wars, nuclear threats, mass shootings, polarized governments. It’s...

Maximizing Referrals: Strategies for Turning Your Network Into a Powerful Revenue Generator

Apr 13, 2023 | Referral Sales, Sales Leadership

Learn more about the science (and art) of referral selling in my new webinar with Finlistics. It’s interesting how you meet people, and when you sell by referral, you meet a lot of interesting people. In the summer of 2015, I got an urgent call from Barry, a colleague...

Let’s Hear It for the Boys During Women’s History Month 2023 [Q1 Referral Selling Insights]

Mar 30, 2023 | Sales Leadership, Women in Sales

Let’s celebrate our men during Women’s History Month 2023. As we wrap up Women’s History Month 2023, I’d like to give a shout-out to the men in our lives. To the husbands, fathers, brothers, sons, and mentors who celebrate women year-round. We have always needed and...

Are You Still Using These Tired Old Sales Buzzwords?

Dec 6, 2022 | Sales Leadership, Uncategorized

These 14 words have lost all meaning to me. It has been said that cursing shows a lack of vocabulary. Maybe so, but I find buzzwords to be even more uncreative and obnoxious. Sales buzzwords are as abundant as bees in summer, and they’re so overused that they’ve lost...

NEWSFLASH: Buyer-Centric Sales Is NOT New

Nov 3, 2022 | Cold Calling, Referral Sales, Sales Leadership

I was ready to scream! When I read about how sales has evolved to be buyer-centric and relationship-driven, I was ready to scream. Good salespeople have always approached sales this way. Buyer-centric sales is NOT a new strategy. But it has become an increasingly rare...

Why I Won’t Be Celebrating Women in Sales Month

Oct 13, 2022 | Sales Leadership, Women in Sales

Recruiting more saleswomen should be a year-round priority. Finally, an article about HOW to attract more women in sales. No platitudes, no history, just the facts … and a challenge. “Quit Celebrating ‘Women in Sales Month’” is true brilliance from my colleague,...