What Can a Salesperson Really Do To Save Their Quota? Do you have a plan to achieve your sales quota? Probably! But unfortunately, the plan you have developed to meet your sales quota rarely plays out the way you intend. There are always unexpected events that happen, placing your quota in jeopardy. This 4-step action ... Read Post

Modern sales pros know that no amount of natural skill is enough when you’re working in an industry that’s not growing. Generating leads and finding new opportunities relies on expansion and change. That’s why it’s important for those working in sales to keep a watchful eye on the industries that are currently in a growth ... Read Post

Have you ever started talking to someone and then a “look” comes over them? They pull back a little, maybe cross their arms or turn their body away from you. You’ve just lost their trust. What was it you said or did that triggered their distrust response? It could be something you’re doing or saying ... Read Post

The end of Q1 and beginning of Q2 is a great time to really evaluate your sales pipeline: what is working and what is not? Step 1: The first thing you should do is to take a quick look at the wins and losses so far this year. Step 2: Next, create a matrix of ... Read Post

On what she loves about sales, why emotional intelligence is so important today, the the lost but vitally important art of listening, and the most amazing experience she’s had as a buyer. Colleen’s career has always been all about sales—and there are a couple things she really loves about it. “I have always been fortunate ... Read Post

Vince Lombardi left a legacy of success with his passing, but his most remembered message was one we all got wrong. You’ll see what I mean when you read… Read Post

The Network Selling Model: Vital for Today’s Sales Network Selling is a sales model we created several years ago, that expresses the ideal needed in today’s interconnected digital sales landscape. It is expressed in the graphic below: In this blog series, we will be going through each of the factors in Network Selling, fully explaining ... Read Post

I’ve been writing and speaking about marketing strategies and sales strategies for well over a decade. With all the discussions about how web content drives sales and marketing success, it is essential that we take just a little time to look at how the two functions differ and how they are converging. By making certain ... Read Post