You’ve probably heard me say this before: Prospect discovery and pipeline discovery are two VERY different meetings. And, the questions you ask on a sales discovery call are MUCH different […]
This feels like a big deal… Twenty (cough) ish years ago during my first week as a Sales Manager, my colleagues (and assigned hazers) dropped a stack of Selling Power […]
Does anyone out there NOT have a story about working their tail off to reach a Decision Maker only to find out that it was a bum lead? Account and […]
Many of the same challenges we faced when we worked on-site carry over to this new reality of working remotely. Other, more recent obstacles are specific to virtual teams. One […]
If you’ve decided sales leadership is right for you and you’re ready to get noticed for management, this blog is all about answering the question, “How Do I Get Promoted […]
Recently, one of the awesome women in #GirlsClub shared that she wanted to move all the way up the sales ladder before trying management.
Dear field sales leader, but still struggling with the resistors on your team, here are a few ideas from a reformed field to virtual seller to help get some buy-in…
Wow! What a great webinar on “Making Negotiation Your Super Power!” This was near and dear to my heart as honestly, I don’t feel very confident in my negotiation abilities. […]
We’re all thrilled that the world is opening more and more and business is getting back to normal. The vast majority of sellers and leaders I talk to say the […]
Sometimes an upsell is obvious. The kid at the movie theater register (MAN, I miss the movies) has obviously been scripted to say, “How about some Red Vines or nachos […]
Each month I have the privilege of facilitating a by-invitation-only Executive Open Bar peer discussion. We pick a topic, share what’s working, give advice, and basically help our fellow Sales […]
2020 has thrown a curve ball at many sales teams, but field sales teams have arguably made the most drastic changes due to the fact that most reps can no […]
In July, our Executive Open Bar topic was Remote Training Best Practices. This was a high-demand topic for obvious reasons with so many workforces now at home. If you’re new […]
Difficult conversations are often dreaded and sometimes even avoided, but hey, let’s be honest, these are conversations that we need to have. Before I became Lauren’s sidekick (AKA Executive Assistant), […]
Coaching is a tough skill for most sales managers. But if you’re used to being in the office and are now managing a virtual sales team, you have some added hurdles. These tips are for you.
