Blog2018-02-23T00:27:14-05:00

Why Does Sales Training Have Such a Bad Reputation?

A friend of my mother’s, Dorothy, worked at the local department store in the 1960’s. She was required to complete a seven-week training program. Only after she successfully passed the rigors of training was she allowed to speak to a customer, and then only under close supervision. Once assigned to a trainer, she was taught techniques to interact with clients, respond to their needs and was required to learn [...]

Why are my Sales Emails Not working?

If you are using words like cheap, guaranteed, free for a limited time, then you should not be surprised to see your emails are not working when a number of recipients do not opening your email, and quite possibly are hitting delete and opting-out.  Consider improving your sales message and stop sending salesy emails. A little history: according to various sources, the use of e-mail in business applications began [...]

Who Coaches the Consultant?

Congratulations, you deserve a lot of credit!! You left corporate America to realize your dream of becoming your own boss. Now, a few months or years later, well, things could be better. Sales are harder to secure than you thought. In your new role, you must do EVERYTHING, and you noticed lately staying focused and motivated has become a full-time effort. You're alone. Who do you turn to for [...]

Three Ways to Reduce Your Hiring Frustrations

Picture two executives sharing with me two standard frustrations with hiring qualified personnel. I am certain recruiting agencies, and staffing consultants’ have heard the same. These senior managers expressed their aggravation with the cost of their hiring process, and the poor outcomes received. Yet, they do little to change. Whether you are looking for new sales hire, replace the CFO or find an executive assistant, here are three ways [...]

Three Sales Performance Tips (You Can Use Now)

Bob Iger, head of Disney, awakes every morning at 4:30 am to workout. John, one of my sales training students, has a daily sales goal of speaking with 20 new prospects every day. People who are committed to improving their performance have written goals, review them weekly, to maximize their outcomes. For those of us in sales, many of us are committed to improving their sales performance, or helping [...]

Three Sales Coaching Tips

I wrote this blog over a year ago. Many of my customers liked it so I am re-posting it today. Whether you are a business owner, a CEO, VP of sales or a lonely salesperson who feels the whole world is on her shoulders, we all can use some sales coaching help. Do you feel like you are “going it alone”? If so, these three tips may help. However, for the [...]