Ever find yourself sitting in a sales meeting, presentation or negotiation thinking, "What am I doing here? It’s only a matter of time before everyone figures out I don't belong ..read more

Ever notice how some businesses seem to grow effortlessly while others stay stuck in place? Here's a secret that might surprise you: it's rarely about having a better product or more talented salespeople. The real difference often comes down to something far less exciting but infinitely more powerful – a structured sales process ..read more

As 2024 draws to a close, it’s clear that the B2B selling environment has undergone significant changes. Sales teams have navigated evolving buyer expectations and technological advancements, most specifically the rise of AI and increasing pressure to deliver results faster ..read more

Remember when we had to manually research each prospect? Those days are behind us! Today's AI tools are like having a super-smart assistant who never sleeps. They analyze customer behavior, predict buying patterns, and even suggest the perfect time to reach out to prospects. The best part? You don't need to be a tech wizard to use these tools – they're designed with simplicity in mind ..read more

As children, our favourite word was “why” we always had to know why, usually it was “Why” we couldn’t have something. But as we grew up our curiosity dampened and, in some adults, it is gone.We read in job descriptions that being creative, curious, analytical, and results-oriented are sought-after skills for salespeople, but why can’t some of us go there ..read more

As sales leaders and sales reps, how much do we rely on data and science to predict our success? We refer to the art and science of sales, and the data is the science. But are we levering it? Looking under the hood to see what and why things are happening for the good or not so good ..read more

As salespeople, when our eyes are fixed too tightly on the prize and we are emotionally attached to the outcome, we only see things from our perspective. We run the risk of skipping steps, asking superficial questions, and deal with symptoms vs root cause.Our prospects get half the story, not fully aware of the problem we solve, the value we provide and the outcomes we deliver.This is where empty objections are presented. If we are too focused on the prize, we steam-roll through them defensively. Their questions and clarifications remain unanswered, and they stay on the fence ..read more

As the last 90 days of 2024 approach, are we staying focused on Q4 activities while setting the stage for a fruitful 2025? How can we ensure our team finishes strong without burning out? Here are three key areas to prioritize ..read more

Why so often, after our first few emails, do we hear crickets? Despite our best follow-up attempts? In my practice, I see most outreach is seller-focused. The beginning of the email is full of “we” … we want to meet them; we are the #1 provider of… We are sharing an update on our product/service, and we are in town with our boss. WIFM is playing in our buyers’ ears, What’s in it for me ..read more

Are you struggling to stand out in today’s saturated B2B market? As a sales professional, we know that capturing and retaining attention is harder than ever. At a sales conference in Colorado last week, I recently shared my insights with a group of women sales experts on how to repurpose video content to enhance lead generation. This approach, even if you're a team of one, can transform a single video into a powerful tool that drives measurable results ..read more