Referrals are the lifeblood of sales success. They are the ultimate "social proof" because people trust friends and influencers more than any advertisement delivered by the brand. A referral is someone who has a personal reason to check out your brand and who approaches your products or services with a positive-leaning curiosity. They may even be a pre-qualified lead if the referral itself was based on personal knowledge. Therefore, inspiring and rewarding referrals is a process that every brand should master. In this post, we'll break down a five-step plan to consistently generate a high vol ..read more

Getting the first appointment with a qualified decision-maker of a target prospect can be one of the most challenging aspects of B2B selling. The ability to set appointments efficiently can make or break a business's success. The good news is that today, sales professionals have access to a plethora of tools and resources designed to streamline the appointment-setting process ..read more

  We're tackling a crucial aspect of sales that's as important as your morning coffee: sealing more deals. To close more opportunities, it's critical that we limit or completely remove as many objections during the presentation as possible. One way to do that is to remove the surprises. Surprises are great for a birthday party, but they can be devastating during a business meeting ..read more

A good salesperson knows that success starts with making connections, building rapport, and creating a positive space. Short and irritable prospects make it difficult to have any meaningful conversation and make your job much harder than it needs to be.  Building rapport and making connections doesn't have to take long, and it's well worth the investment. Let's look at some simple techniques that you can use to improve a prospect's mindset so they're more comfortable and open to hearing what you have to offer ..read more

There’s a whole lot more to recruiting the right person for your team than just matching resumes to job descriptions. It’s about cultivating experiences and creating an impression that goes beyond a mere transaction. In today’s candidate-led job market, your company's reputation matters—a lot. Many of the people who have the power to influence your reputation are those you’re recruiting. It's not just about the role you’re filling anymore; it's also about building relationships. But why should you really care ..read more

Crafting a robust professional brand is paramount, particularly for sales professionals and leaders alike. As a coach, I work closely with individuals at various stages of their careers, digging into their past and current experiences to understand the challenges they face and the solutions they bring to the table. Through these discussions, I gain insights into their passions and aspirations, shaping their professional identity ..read more

In the “old days” (5 years ago), hiring a new employee meant meeting them in person, shaking their hand, and conducting a live interview. Today, that’s not always possible. For many, remote and hybrid models are becoming the norm, which means leaders must adapt their recruitment strategies to meet the unique challenges and opportunities these environments present. Here’s how leaders can fine-tune their approach to attract and assess top talent effectively ..read more

According to the 5th Annual Media Sales Report, a staggering 81% of sales managers indicated that meeting their targets has become harder compared to the previous year. While the goals may not be out of reach, the path to success requires concerted effort. This doesn't mean that the goals are not achievable. It just means that our work is cut out for us.  The challenges faced by sales leaders are multifaceted, but the insights from this report offer a roadmap for navigating the path ahead ..read more

Congratulations! You’ve just made an amazing new hire with talent, experience, and skills who aligns well with you, your team, and your organizational culture. With all that in place, it’s safe to assume that all will be smooth sailing toward a future of success, right? Unfortunately, things don’t always turn out as we assume. Nearly a third of new employees leave within 90 days of getting hired. However according to a Gallup report, employees with a positive onboarding experience are almost three times as likely to feel prepared and supported in their role ..read more

Most of us have set goals to start and end this year strong. For many, this involves a vow to be better at self-care. I will…eat in a more healthful manner, exercise consistently, meditate, take yoga breaks, get massages, facials, pedicures… fill in the blank. But it all boils down to better self-care. We have all been under increasing stress in the past four years, and psychologists are emphasizing self-care as a way to combat added stress. What about professional self-care? Right now, most coaches and leaders are looking blank and thinking, what is professional self-care? Professional self ..read more