One of the marketing agencies I coach works exclusively with lawyers. Like many of us, he struggled with taking smaller steps with prospects. He jumped to things that the other person wasn’t ready for, or made them feel like they were about to be...
My neighbor has a very hyper-active dog. When they first began to try to take it for walks, I often wondered who was walking who. It took some time before they were able to change the dynamic of being the ones who lead the walk, and not the other...
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Photo via craftivist collective on Flickr
Last weekend I got some really bad news from someone close to me. In the past, getting this type of news would have sent me into a stressed emotional state that would have started a fight.
Others handle bad...
My grandmother founded and ran one of the first female owned real estate agencies in MA in the late 70’s early 80’s (so I am told). Every month there was a real estate association networking meeting where brokers would network and get to know each...
A few months ago, I had a conversation with Adam Zais. We were discussing the new state of sales, the empowered buyer, and inbound. Somewhere along the way Adam said, "A sales person's job is to help people buy." To which I added, "To help them buy...
Yesterday on a group sales coaching session, one marketing agency owner had a prospect who was comparing their agency against two others. Their contact was pressuring them to create a pitch, sales proposal, and answer a series of questions that had...
How do you close the sale that has had a proposal out for a month now but which you still have no word on?
Not just close it using tricks, but how to do it right, and comfortably, to make sure it is profitable for both parties? This is especially...
Whether you are working remotely as a salesperson, or you are a business owner or founder who sells, it gets isolating. The thoughts in our minds play tricks with us, make us doubt our abilities, erode our confidence, and can lead to other very real...
When the concept of a "personal brand" was first mentioned to me, I took issue with the idea.
Admittedly, I'm not a "branding" type of person. It just seems so impersonal. People want to buy from people, not brands. The beauty of the Internet is...
For the past few months, I have been working with my sales mentor, with marketing agency owners, and with other professional consultants to help them grow their businesses by closing more sales. Here is my why.
