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How to overcome decision paralysis

Almost all of us are facing decision paralysis to some extent right now.

As entrepreneurs and sales leaders it may be where, what and unfortunately who to cut to conserve operational costs.

Many managers are struggling to decide how to motivate a...

How to get over fears to have better conversations

I want to share something that I share with a lot of my coaching clients, whether they're sales people, or managers, or even business owners... and that is, how to practice.

It's actually something that I learned for myself when I had to overcome...

Q4 Dating Advice for Salespeople

Guess what... It's Q4 and you probably feel like you're screwed. Like there's no way you're going to make up that amount of money or quota in the amount of time you have left.

I have one piece of advice for you, as my Nana would say, "Well, not...

How do you become a top salesperson?

How many books have you read? How many podcasts have you listened to, or how many workshops have you done all in the hopes that you'll learn the secret sauce to becoming a top salesperson?

As sales professionals, what does it take to master your...

End of month sales coaching and training

It’s end of month and if you are anything like the sales people and managers I just started working with, today you are either sighing in relief that you made quota- even if it was at the last day- or wincing in anticipation of the explanation...

Are you expecting too much from salespeople and managers?

Last week, my husband asked me to teach him how to play piano. The extent of his piano skills was playing with one finger the Miami Vice theme song. Showing him how to play reminded me how I first started and also how many sales people and managers...

The Science of Sales Development- Part 1

I have been talking a lot about the book ‘The Science of Selling’ lately because it begins to tell us- according to objective science- how buyers buy and the behaviors needed by salespeople to align to that.

It’s about time that sales leaders and...

Why We Need the Science of Sales Development

One of the problems with sales today

I had read Dan Tyre’s article on the HubSpot blog, “6 Phrases Sales Managers Use That Always Backfire”. The article and some of the comments highlighted what I see as one of the major problems happening with...

How Inbound Has Ruined Salespeople

Every so often, I notice a pattern happening with coaching clients.

The one that has been getting my attention lately is that most seem to be in reaction mode. For example, rather than asking buyers layered questions leading up to demos and...

The Renaissance of Sales

What will it take to create respect for the sales profession?

The state of sales today reminds me of what the state of the medical profession from the 16-18th centuries was. Sales, like medicine, has been evident since the beginning of recorded...