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Cutting Bait To Win Elsewhere

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,...
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the "s" word

The “S” Word

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...
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There Is No “Magic Bullet” In Sales

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...
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resting & recharging

Rest & Recharging

“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...
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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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