Heavy Lifting in Sales

How to Blow Them Away by Doing the Heavy Lifting

The lifeblood of sales and building relationships is setting ourselves apart from our competition. It’s about building strong, long-term relationships and a referral network in the process. Throughout my career, I have found that by doing the heavy lifting for my clients and prospects, my sales success continuously improved. I believe that performing the heavy lifting is a key principal …

Virtual Meetings in sales

How to Build Quality Relationships with Virtual Meetings

Virtual meetings are today’s touchstone; I myself partake in multiple virtual meetings each day. It’s undeniable that virtual meetings are far safer with COVID-19, and more convenient without the travel time and associated vicissitudes. They are an excellent method of building our relationships with prospects, clients, and our internal team. Therefore, our sales success requires us to take advantage of …

Donation Requests

How Should I Address Donation Requests with My Manager?

We have a tight sales budget, but there are times when a client requests we donate our products for a cause they are supporting. How do I approach management for approval of these donation requests? – Patty in Bethesda, MD  Answer: Every business has a responsibility to be a good partner in the community. This responsibility is demonstrated by actions, …

Event Invites

How Should I Handle Event Invites I do Not Want?

I am constantly invited to client events or ballgames after work and on weekends. How do I gracefully decline these event invites? – Tara in Denver, CO  Answer: Building rapport with clients requires time, attention, and genuine interest. Receiving an invitation from a customer is a compliment, and it speaks to the relationship you have fostered. It’s important to view …

Attending Conferences

Top 10 Tips for Sales Traction When Attending a Conference

How do you get the most out of conference attendance? Along with making genuine connections, what actionable commitments will build momentum? What are the key takeaways to gain traction and move the sales process forward? To accomplish all of these things, you need a strategy and planned tactics before you attend the conference. The following tips will lay the foundation …

How to Exemplify Compelling Leadership Now

How to Exemplify Compelling Leadership Now

Compelling leadership is born out of our beliefs, behaviors, and actions. There are four core components I see as essential to be an effective leader: the ability to create a culture and environment which enables a team to thrive, conventionalizing the organization as a whole and in its parts, actively seeking alternate viewpoints and perspectives, and finally a robust power …