In a conversation with a salespeople about “Quarterly Business Reviews” I was struck by something interesting. The salesperson could quickly articulate why THEY wanted a customer to attend the business review. YET when I asked “well why would the customer…

I came across a list I made when attending a Women SalesPros event. > nominate your prospect for an award > send business their way > make a meaningful connection for them > send employee candidates to them > invite…

It’s funny when things you think about keep coming back up in your brain. I recently told the story of my father saying “it will all work out in the end.” and how it took me until I was 13…

I have a confession to make. My tip TWO from last week’s Chip off the Block is more difficult to implement than I expected. YES I really do all the things I tell you are important! Deleting the extraneous security…

Time-frame, timing, deadlines are all part of qualification. Understanding the prospect’s view of the subject helps you, the salesperson, forecast when a deal will come in to your organization. Sure we WANT… NEED… MUST understand when that order will be…