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You’ve Gotta Have Amnesia Out There

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....
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Improv Comedy Techniques to improve EQ

3 Improv Comedy Techniques to Improve Your EQ

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...
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learning and earning

Learning & Earning

You’re a good sales person. You take the workshops. You attend the seminars. You even went on a mountain retreat that you’re almost certain was a cult because they forced you to wear a white robe and drink kool-aid while you focused on building a winning mindset. But with all that learned knowledge, are you...
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Remove the Friction

Remove the Friction

There are three levels of salespeople: 1. The Amateur – his or her assumption is that success is to be had in customer acquisition, lead generation and sales opportunities. They aren’t totally wrong as there are a few wins to be had with this approach but they will only ever be moderately successful. 2. The...
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Personal Branding

Personal Branding

Businesses building and developing their brand is commonplace, in fact it’s encouraged, even celebrated, and usually ends in a windfall of revenue. Hello to the Nike’s and Apple’s and Coca-Cola’s of the world. Fun fact, the same success can be had by developing your personal brand. What exactly is personal branding and why is it...
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get creative in selling

Get Creative In Selling

Print ads in the magazine you picked up in the checkout line at the grocery store. Digital ads on your Facebook feed. Commercials intermittently peppering episodes of American Crime Story. And let’s not even start on the emails flooding your inbox. The amount of information we are inundated with on a daily basis is down...
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confidence makes you feel like a superhero

Confidence

I’m approached about coaching a lot. And more often than it’s “Gina, you’re so confident, I wanna be more like you.” To which I have to respond “you mean you want to be more like YOU.” Which brings me to confidence. Life is hard. Being a salesperson is hard. And both of those things are...
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STFU & Wash The Dishes

STFU & Wash The Dishes

The line between improv comic and salesperson is very thin. I can see the furrowed brows and confused looks now – ‘what on Earth does spontaneous comedy have to do with making deals?’ There a number of tenets that are directly applicable to sales, so let’s start there: Know Your Audience Skilled improv comics have...
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sales and storytelling

Selling With Stories

According to Professor Steven Pinker of MIT and Harvard: “Our brains are about three times too big for a generic monkey or ape of our size. The major lobes and patches of the brain are different as well. The olfactory bulbs, which underlie the sense of smell, have shriveled to one third the size of...
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avoid burnout, stop saying grind, start saying build

Stop Saying ‘Grind’, Start Saying ‘Build’

It’s no secret that we as a society have glamorized overwork. A thriving culture that asks ‘if you aren’t putting in 80 hour weeks at the office under a framed “rise & grind” poster, what exactly are you doing with your life?” Which is exactly why I’m still ruminating over a conversation that I had...
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