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59 Traits, 59 Years, and One New Book
We’ve covered the fundamentals of inside sales.We’ve hit the crossover traits that make you better, no matter your role.Now it’s time to bring it home with leadership.Leadership isn’t about titles or corner offices. It’s about believing in people, unlocking potential, and guiding them to grow beyond what they thought possible.Here’s the surprise… I’ve always said, “I’m not writing a book.” So why now? Because when you get leadership right, everything else follows: sales, culture, growth, and confidence.With all the inside sales teams in the world, I couldn’t find anything dedicated to guiding sales teams that sell virtually. So, I pulled together my courses, my writing,…
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Sales + Leadership: Where They Overlap
As I started making my list, I realized some traits don’t only make you a stronger rep or a better…
59 Traits for 59 Years
This October, I’m celebrating 59 trips around the sun. I believe in celebrating big (thanks, Maxine, for creating the “Month of…
Cheers to The Month of Lynn & Change
Welcome to the Month of Lynn! Yes, I Take the Whole Month. Don’t You? I don’t do just a birthday. Thanks to my…
Joy, silliness, and a little umph
When I talked about courage earlier this month, I mentioned one of the biggest lessons I learned from my dad: facing fear…
The Sales Leader’s Equinox: Balancing Leadership & Management
Monday, September 22nd is the equinox, autumnal in the northern hemisphere and vernal in the southern, when daylight and night’s darkness…
Courage isn’t the absence of fear
Being afraid doesn’t make you weak. It makes you human. What matters is what you do next. My dad taught me…
Spotlight on Lee Saltz
For years, I’ve said a real conversation is an exchange of ideas between people. Unfortunately, most “first meetings” in sales aren’t…
Being Direct, Without Being a Bulldozer
Honest and direct conversations close deals. Bulldozing shuts people down. Being direct isn’t about volume or force; it’s about clarity with care. Here are…
You’re Good, But Are You Still Learning?
Salespeople (even the great ones) can slip into “I already know this” mode. I’ve heard it in training classes I’ve taught. You’ve probably…
The Skill of Letting Silence Work for You
If you want your prospect to really share, you have to stop talking, let them think, and listen. Letting silence sit isn’t…
Curiosity Didn’t Kill the Sale. It Sparked It!
You’ve probably heard the saying “Curiosity killed the cat.” I grew up with my grandmother adding her own twist: “…but satisfaction brought…
Summer Delays & Process Conversations
Summertime is the perfect time to talk about PROCESS, your customer’s purchasing process! Right now you (if you’re a leader…