Leading sales teams is a challenge in normal times. Leading sales teams in times of crisis is another animal altogether! From the 2008 Financial Meltdown to today’s COVID-19 crisis, leading sales teams effectively requires every bit of your emotional intelligence Read more…
Dear Customers, Normally, sales professionals and sales leaders look for my articles for information and insights. Today I want talk across the counter, directly to you: The Retail Consumer! From supermarkets to restaurants, companies are employing more and more technology Read more…
The goal of getting more referrals on a more consistent basis can be easily reached by doing these four things at every opportunity: Commit, Practice, Ask and Follow-Up!
For B2B sales systems to be effective they must be filtered through 3 retail realities: blurred sales process advancement, limited prospect engagement and faster cycle times.
If you are a sales person and you see me walk into your store, be aware… I am that “pain-in-the-butt” customer. I am that customer who has done the research, sought out and even spoken to actual users. To make Read more…
Originally published on LinkedIn Pulse By all accounts, the past 18 months have been the most productive in my professional career. Among the highlights: 2 significant promotions, new and exciting projects and increased responsibilities. How did all this happen? 5 Read more…
Getting more referrals requires first doing the work to earn them and then asking for them! Join me and Lynn Whitbeck of Petite2Queen as we discuss ways to earn and receive more referrals – starting today! Lynn Whitbeck is the founder Read more…
Making connections and bridging the trust divide between sales professionals and their customers is the first, most important goal in every intersection. The retail sales zeitgeist is buzzing with the idea of cultivating human to human, or H2H, connections. Unfortunately, Read more…
Let’s talk about Sam. Sam is a great saleswoman. Sam has one product to sell, Green eggs and ham! In his critically acclaimed, 1960 business development case-study, “Green Eggs and Ham”, Theodore [Dr.] Seuss Geisel introduced one of the most Read more…
It’s no secret that today’s retail customer has access to infinitely more information on products and services than ever before. Manufacturers, retail outlets and third party reviewers alike are creating an information landscape which is tilted in the consumer’s favor. Read more…
