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How many emails & phone calls should you be doing in an hour in order to reach your goals?

This is a question that I just got asked on a coaching call from a new business development rep, who was way down on their leaderboard and freaking out because there was a huge gap between where they were and where their top performers were.

This stat shocked me--are we in a sales crisis?

I think I am in shock. I don’t even know where to start. There is no good way to say this, so let me just say it. 86% of sellers today are bad at consultative selling and the only thing we are worse at is closing.

Is your sales process really the problem?

Whether you are a sales person in a company or a founder of a small company- you have a sales process already. Whether it is effective, scalable, and most importantly- designed around your ideal customer’s buying process is a whole other story.

Changing the language and perception of sales

On a previous #livesaleslab we talked about sales strategies, specifically sales prospecting strategies. A new participant in the weekly open sales call came in saying, “I really need to stuff the pipe a lot this month.”

Hopefully no one else on...

How do you build trust as you move through the buying journey?

The title is a question a new client asked last week. It was such a great question, we decided to explore it further in this week’s #livesaleslab. Here is what he is learning:

4 Things That Really Irk Me About Sales Processes

In case you didn’t know- I have not been one of those ‘lifelong’ salespeople. I disliked sales so much, that when I settled on what I wanted to learn in college, it was marketing because I wanted to learn how to use marketing to make salespeople...

Sales coaching, training and process- chicken or the egg?

This post started as a debate between sales coaching and training- which should come first? 

Should you take notes during sales meetings?

I used to think that no one was better at multitasking than I was. At one point in my life, I was a single mom, full time student, landlord, and worked full time on the ground floor of a really cool tech start up. Multitasking was my life. My mom...

Is the buying process more like a funnel, or a puzzle?

A lot of people are trying to figure out what the perfect sales process is. Some are even trying to figure out their ideal customer’s buying process. A few are even trying to align their sales process to their buyer’s process.

Sales 2.0 Tools, Your Sales Process and Your Customer

Why Sales 2.0 Tools Might be Hazardous to Your Sales Process

There seems to be a lot of buzz lately about sales 2.0 tools. Sometimes I feel like I am waving my arms at the masses and screaming "WAIT!" *sigh* If people just did what I told them,...