In this series on building sales character, we have been following a proverb that I believe comes from ancient Jewish tradition (Mishnah): Watch your thoughts, for they become words. Watch your words, for they become actions. Watch your actions, for they become habits. Watch your habits, for they become your character. Watch your character, for ... Read Post

The sales function is ubiquitous in organizations today; every business has one and most not-for-profits do as well (although it may have a different name, such as “donor development” for example). Sales is supposed to sell stuff with the assumption that if they perform this task effectively and consistently, revenue and economic health for the ... Read Post

If I had a dime for every business leader who says, “When we are in front of the right prospects we close sales most the time, we just need to get in front of more prospects!” I would be a VERY wealthy woman. Why hold off making changes or trying something new that will set ... Read Post

Today I would like to look deeper into some of the crucial characteristics a successful salesperson is “made of” and discuss how to develop them. A salesperson, or their selling process, could be compared with a pharmacy and the employees working within it. For every concern and issue there is a formula—it just needs to ... Read Post

All my clients seem to be inundated with bid requests right now. Request for proposals (RFP’s), request for information (RFI’s), request for quotes (RFQ’s) – the activity levels are at a fever pitch. Are you involved with an increased level of request for proposals? If so, I have several sales strategies that will make a ... Read Post

In this series on building sales character, we have been following a proverb that I believe comes from ancient Jewish tradition (Mishnah): Watch your thoughts, because they become words. Watch your words, because they become actions. Watch your actions, because they become habits. Watch your habits, because they become your character. Watch your character, because ... Read Post

The comparison of clientele and a beautiful garden came to mind as I was in conversation with a friend. Jane asked the question, “How do you handle difficult prospective and current clients?” She admitted it is difficult to be in the presence of some. My response was, Remove the weeds to make room for the ... Read Post

Reading this article would mean that you already know what ‘B2B’ means. If you do not, ‘B2B’ simply means ‘business to business’. It refers to salespeople or companies that sell products to other businesses rather than to consumers (which is B2C, business to consumer). B2B sales come in 2 categories and each category would require ... Read Post