The Good, the Bad, and the Ugly.
According to a Gartner survey, 84% of Chief Sales Officers (CSOs) report they are SATISFIED with the gender diversity of their sales organizations; even though women remain underrepresented at all levels in sales. I was thrilled to interview Cynthia Barnes of National Association of Women Sales Professionals (NAWSP) for the Conversations with Women in Sale...Show More
A few weeks ago I role-played with my managers.
This is nothing new, we do that often, but the topic was.
It's something that I think is incredibly important right now since we are also all remote.
Dealing with new stressors we haven't had before.
Things we covered - quick cliff notes.
What to look for.
-- Changes in behaviors, energy, results, activ...Show More
In August of 2018, I sat in a crowd of 100s of people who packed in to the Sales Dev Conference to watch Matt Millen speak on making a true impact & the meaning of winning.
In spring of 2019, I sat in crowd of thousands watching Manny Medina deliver a keynote at Unleash on how obsession isn’t easy, replicable and in most cases.. Rational.
To say I though...Show More
I always start with the same 1st question.
"What problem did they agree they have"
This is ALWAYS where I start.
I know I drive the team nuts with it sometimes, but there is a reason I start here.
Because nothing else matters!
If the prospect has not agreed, and by agreed I mean they actually stated a problem that we solve.
And Ideally the impact of the problem, a...Show More
Because, every time I was told “at the end of the month, let them go” I didn’t.
Instead, I took them out to lunch and had a heart to heart.
Then helped them recognize why they will be let go at the end of the month per the company’s standards and their commitment.
Call me crazy, but dragging someone along and pretending that some how they were gonna be okay...
Once upon a time I had an individual tell me that “I will never meet with you, not in a thousand years, never call me again.”
I accepted that challenge and within 9 months not only did he meet with me, he bought from me.
When it comes to cold calling and outreach, don’t worry if you get a bad response from your script or an idea you were trying in order to get...Show More
Today I noticed a comment from a Sales person who claims working from home is beneficial for him due to lack of office distractions, meanwhile his productivity increased exponentially. What do you think? Can Salespeople work from home remotely successfully?
I was fortunate to start my sales career right before college. I actually jumped into sales out of necessity, rather than desire. I grew up timid and struggled in just about every social interaction. Oddly enough, I associated financial success with communication skills and that led me on my path.
My first sales career was selling Kirby vacuums door to do...Show More
Hey hey! I've recently started a new role within a wonderful company as Business Development Manager! Let's imagine we have a time machine: what advice would you give yourself at the beginning of your Sales Career?