Recently I had a chance to interview Mark Hunter, author of new book High-Profit Prospecting. I’ve known him for years. His stuff is good.

If you're looking for ways to be more effective at prospecting and to get better sales leads, listen in on our recent conversation. I promise you’ll learn something! 

TRANSCRIPT:

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In Part I of my interview with Tim Sanders, author of DEALSTORMING, we talk about how to leverage a new, collaborative problem-solving approach when you're facing tough sales challenges.

In the second part of my interview with Tim, we focus on how to lead a dealstorming team. Believe me, you've never done anything like this before. 

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Ever wondered what to do when a big deal starts to feel shaky? Ever worried about how to keep an important client who was being courted by the competition?

If so, check out my recent interview with Tim Sanders, bestselling author of Love is a Killer App -- and now Dealstorming. This book is all about how to get how to get important deals unstuck. I think you'll learn a lot from our conversation. 

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Recently I interviewed Trish Bertuzzi, founder and president of The Bridge Group, Inc., which is the number one Inside Sales consultancy in North America. 

Trish is the author of The Sales Development Playbook: Build Repeatable Pipeline and Accelerate Growth with Inside Sales.

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To me, Rule #1 of Selling is to be crystal clear on your value proposition. Unless you can clearly articulate the outcomes a client gets from using your product or service, it's nearly impossible to get them to change from the status quo.

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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.

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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!

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Want to win more sales? Then you need to do everything you can to give yourself an unfair advantage over your competitors.

Research shows that one of the best ways to do this is by being an early bird:

  • Forrester Research discovered that the first vendor to reach a prospect and set the buying vision has a 74% close rate. 
  • InsideSales found that 50% of sales opportunities go to the first salesperson to contact a prospect.

Most salespeople spend their time chasing prospects who are actively involved in making a decision. If you join them, your chances of winning are slim. Instead, go where the decision isn’t – yet – but could be. Here's what the early bird does to find those undiscovered opportunities. 

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I am pulling my hair out. Banging my head against the wall. Writing... erasing... writing again. I just can’t seem to get it right.

What’s causing me such distress? Words. My value proposition. How I entice people to do business with me.

I’m in the process of changing my website to emphasize my speaking. When my targeted prospects pop onto those pages, I want them to say,

“Wow. She totally gets the challenges we’re facing. That’s exactly what we want our salespeople to do. We need to bring her in to our next meeting.”

If only it was that easy. Here I am, a wordsmith and sales expert, yet everything I write feels wrong. Awkward. Clunky. And, as much as I hate self-serving words, I still catch myself using them.

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Today I spent 30-minutes on the phone with a startup company that's soooo excited about their new offering. In our short time together, they tried to tell me everything it could possibly do.

They even talked fast to cram as much in as possible. I had to slow them down to so I could digest what they were saying – and try to figure out the business value.

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