What, exactly, is your intention?
At the risk of sounding "Oprah," I am writing today about intention. I have made it a habit of late to set my intention before entering...
Numbers Count.
Next time you are in the grocery line, scan the magazine headlines and you will notice a sea of numbers. "101 Secrets to Financial...
Trust: Deconstructed
TRUST. It is a simple word with big meaning that is used frequently in sales. Buyers often say they chose one competitor over another...
A Case for Low-Hanging Fruit
In my workshops and coaching sessions, I teach the importance of using plain English when discussing capabilities to clients. I...
Coach Your Presentation Team to Sales Success
In sales presentations, prospective clients expect to meet the people with whom they will be working. These individuals are not...
Learning from the buyers seat
One of the best ways to learn about effective selling is to be in the buyer's seat. The good news is that we have this opportunity...
It's the client's timeline - not ours.
A very frustrated salesperson contacted me recently. It was about six weeks after he and his team had presented in a very competitive...
Helping Buyers Buy: The danger of a procurement approach in complex sales
While it is common practice to train sales people how to sell, it has occurred to me lately that buyers could benefit from learning how...
Wait for it...
Most of us are uncomfortable when prolonged silence enters a conversation. It brings back that awkward blind date kind of a feeling. In...
