How Badly is the “Loss Aversion Syndrome” Hurting Your Sales Success?
Let me ask you a question: What impacts people more – the threat of loss or, the possibility of gain?
If I Were the Queen of Sales, I'd Ban This ...
Recently, I visited Banning State Park, a beautiful park near where my husband grew up. We hiked alongside the Kettle River, which is one of the best whitewater rivers in the Midwest.
An Effective Sales Strategy to Beat “We’re Happy with Our Current Provider”
Recently I was talking to a client about a key sales challenge they’re facing – dislodging long-standing, entrenched competitors who “own” the account.
Important Research on Email That Impacts Your Sales Productivity
I don’t know about you, but I get a little twitchy when I see unread messages in my inbox. In fact, I often get an overwhelming compulsion to stop everything and check them out immediately.
The Easiest Way to Keep in Touch Without Harassing People
Virtually every time I speak to sales organizations, I get asked, "What do I do when I don't hear back from people? I don't want to be a pain in the you-know-what." Keeping in touch is so darn hard!
To Sell is Human: An Exclusive Interview with Daniel Pink (Part 2)
Recently I interviewed Daniel Pink, one of my favorite authors about his most recent book, To Sell is Human.
I always enjoy Daniel Pink's books because he is able to dig deep and uncover new insights. His latest book is no different — even though it's his first foray into sales.
To Sell is Human: An Exclusive Interview with Daniel Pink (Part 1)
Recently I interviewed Daniel Pink, one of my favorite all-time authors. Daniel Pink is the author of Free Agent Nation, A Whole New Mind, Drive, and Johnny Bunko. In his most recent book, To Sell is Human, he's moved into the sales arena.
This Was a Total Show Stopper for Me
If you pay attention, you can find great sales advice right in the middle of an ordinary day — or even your new favorite TV show!
How I Increased My Sales with Inbound Marketing
Inbound marketing may be the best thing you can do to score more sales. How do I know? Because inbound marketing — the art of attracting new leads by creating compelling content — is vital to my success.
This is Why I Succeeded in Sales
I never wanted to be in sales. I only went into this field because I had an idea to start a company. The SCORE consultant I met with told me my plan wouldn't succeed unless I learned how to sell.