“Some B2B selling is essentially a person who is independent and operates on their own—the majority of the sales cycle finds them all by themselves. But in general with my clients, it is a team sport in that you’re working together as a team, and therefore the communication and strategy amongst the team is critical. ... Read Post

Recently I had the opportunity to work with a great client at their worldwide sales conference in Miami. During the two days, I spent several hours with their sales management team and four hours with their salespeople, they have a great sales culture and you could feel the attitude in the room.  In the post-meeting ... Read Post

One of the things that I have always done is read my writing aloud – to others or myself as a test of what I’ve created. Perhaps it is because I am a poet at heart (majored in Writing in college, and have been writing poetry for almost 40 years). The sound of the spoken ... Read Post

Most salespeople call a prospect with the goal of getting them live on the phone. While there is a chance you’re calling at the right time, with the right message, the majority of the time, this is not likely. Interrupting someone’s day for a sales conversation is a breeding ground for a bad conversation. Even ... Read Post

It would seem to be an easy question for a company to answer, but currently, a qualified business lead seems to depend on who is doing the qualifying: Marketing Qualified Leads Automation Qualified Leads Tele-Prospecting Qualified Leads Sales Qualified Leads A business lead used be either a qualified lead or an unqualified lead. Things seemed ... Read Post

“Emotional intelligence” and “sales” are not often mentioned together — they’re considered oil and water.  Sales leaders often mistakenly confuse emotional intelligence with being weak, which is far from the reality. Emotional intelligence is a crucial leadership skill, and the research supports its inclusion in a winning sales team. #1:  Emotional self-awareness. Are you the ... Read Post

“We liked your proposal, but…” Lose the Sale… Those five words said it all. The client proposal that I’d worked on tirelessly for weeks wasn’t good enough to close the sale. Once I heard, “we’re going with another company,” it was tough to hear anything else. When a client call starts like that, you’d probably rather ... Read Post

Social Listening: The process of proactively searching for trigger events that provide potential opportunities to improve your own customer service, intercept competitors’ customers, or engage a potential client early in their own buying process. Selling has always been about being a great listener… social selling is no different. But in modern selling there are many ... Read Post