Selling is a grind. As salespeople, we’re conditioned to keep hustling on weekends, days off and setting our OOO message to “will continue to have access to email” and providing our cell numbers for “emergencies.” Because the “what if I miss a deal” paranoia is very real. But what if you’re jeopardizing your best self...Read More
Three years in a row I’ve gone fishing with my husband and his family during our annual summer vacation together and three years in a row I didn’t catch a single fish. I wrote an article about my experience the first year and related it back to the selling process, stressing the importance of patience,...Read More
Recently I had a conversation with an Executive Director who approached me about speaking at their event. He had heard me speak somewhere else and thought I would be a great fit in educating his members – a diverse audience of association CEOs, hospitality salespeople, and meeting planners. It was during our discovery conversation that...Read More
Selling Spoiler Alert … there is no “magic bullet” in sales. Ultra high performers understand this, but we all falter at some point (and sometimes more than once). Most of us have experienced sales slumps and have excuses for why. As a reminder, we have control over our actions, reactions and mindset even in the...Read More
A while back, the stars must’ve been aligned just right because I had two incredible, but rare encounters with two service providers that provided stellar service by asking the right questions, actively listening to my concerns, and confidently answering my questions. This was obviously before Mercury was in the microwave or whatever it is they...Read More
“I’ve had an aha moment that my workplace is not meant to meet my personal needs.” This exact declaration was courtesy of one of my coaching clients. I think it was Mark Twain who once said “find a job you enjoy doing, and you will never have to work a day in your life.” And...Read More
I’m a big proponent of storytelling. I can hear it now, gasps of shock and awe. So when Susanna and I were chatting about how much of an impact the right mindset can have in overcoming adversity in the workplace, especially for us women, and she said ‘tell yourself a different story’ I knew I...Read More
200 episodes. 4 seasons. I’m still in disbelief. Statistics say that most podcasts don’t even get to celebrate their one-year anniversary much less have the stamina to pump out 200 incredible episodes. And let’s not forget that nearly everything else I was working on when we launched our pilot episode has since fell to pieces....Read More
Recently, I’ve been sales coaching a 20-something sales professional. There are so many reasons why I love working with him. For one, he’s the ideal client – a driven, high performer who knows his weakness – prospecting. He also knows that it’s a challenge to get the guidance he needs and wants from his leaders....Read More
The higher your emotional intelligence, the better you’ll be in every aspect of your life. This is especially true for sales conversations. At one time or another, the salespeople I coach and train have struggled with building authentic rapport with their clients and prospects. They say the conversation feels forced, like they come across as...Read More
