Let Your Vision Make Some Decisions
At the Women Sales Experts Evolve conference, I had an opportunity to ask a question about my own business. My question was: “I know a lot of things I could do, but I haven’t created a process that gets me…
Decide Where Your Selling Time Is Worth Spending
Account / Opportunity / Stakeholder You have more places you could spend your selling time than you have time available. There will always be another account to research, another person to find on LinkedIn, another contact to add to a…
Start Coaching Your Salespeople to Decide Where to Spend Their Time
Account / Opportunity / Stakeholder Your salespeople have more places they could spend their selling time than they have time available. Every salesperson has a territory, account list, prospect database, CRM, LinkedIn, inbound leads, old opportunities, referrals, and probably a…
Apparently, I Owe You 60
On October 9th, I turn 60. And it appears to be a tradition on milestone birthdays to share the number of lessons learned for years lived. So, apparently, I owe you 60. Sixty lessons from selling, leading, coaching, getting things…
Keeping Appointments With Yourself Isn’t Selfish
I’ve noticed that salespeople are really good at keeping appointments with other people. A prospect wants 30 minutes, it goes on the calendar. A customer needs to talk, we make the time. Our manager schedules a meeting, we’re there. Yet…
Do You Have an SSIS?
Your pipeline may be the end of the story, not the place to start fixing it. Before you start searching through your tech stack to figure out whether someone bought another platform without telling you, I’m talking about a Strategic…
Your Vision Should Change What You Notice
Your vision shouldn’t be something you create, admire, and then forget about. It should change what you notice day to day. Once you know where you’re trying to go, you begin seeing what’s happening differently. You hear something in a…