Is the sales letter dead? My manager is old-school and wants me to send out letters snail mail to my prospects. Your thoughts? – Debbie in Boston, MA Answer: When creating your sales strategy optimization plan, an old tactic not only continues to out-perform, but draws attention with retro chic. The sales letter is alive and well, and it is …
What is the best way to reach out to a recruiter on LinkedIn? – Arina in Mahwah, NJ Answer: LinkedIn is a powerful platform that can connect people and lead to valuable career advancements. Recruiters will often reach out to people on LinkedIn whom they believe would be a good fit for a certain job opening or organization. But remember: …
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 …
I’m new to the area and therefore my apartment building. I’m nervous about meeting my neighbors. How do I break the ice? – Connie in Palmer, AK Answer: Lots of people feel nervous about meeting new people. Neighbors, co-workers, gym members, or anyone who participates in a shared activity are all waiting for the other person to make the first …
I work with clients from a variety of backgrounds, and I’m having a hard time figuring out how to dress for them. My older clients seem to feel more comfortable when I’m wearing a suit because I look professional and competent. Younger representatives, however, find such clothing stuffy and impersonal, and prefer a trendier and more casual look. I often …
I feel like the networking events I go to are superficial. People swap business cards and never hear from one another. What am I missing? How can I get past the superficial networking and make valuable connections? – Melissa in Davenport, Iowa Answer: When you hold a preconceived notion about a situation, it’s far more likely to be fulfilled. You’ve …
I recently moved to a new area where I don’t know anyone. I’ve always been shy, but I want to make some new friends. How and where can I meet new people? How do I develop friendships now that I’m out of school? – Riley in Tucson, AZ Answer: Moving to a new area is packed with emotions, from excitement …
My company made a big mistake on the pricing of an order for a new client. Now I must go back and renegotiate the pricing. What is the best approach so I don’t lose the order and client? – Eleanor in Plymouth Meeting, Pennsylvania Answer: We all know mistakes happen. They are a great opportunity to strengthen your relationships when …
How do I create a 5-year career plan? In this day and age, with people getting into careers in a very roundabout way, is this still a good thing to do? – Erin in Dayton, OH Answer: A 5-year career plan should come from within. What I mean by that is tapping into your inner self, deepest desires, and values …
Presentations are an everyday occurrence in any position. They run the gamut of simple one-offs in the hallway at work to conference sessions with hundreds in the audience. Regardless of whether you are catching your manager on the run or making a formal sales presentation to a group, there are four rules you must follow to deliver a powerful communication and …
I feel bad admitting it, but I’m jealous of my friends’ lives. It seems that everyone I know is getting their dream job, traveling to a dazzling country, getting married, or otherwise living an exciting, happy life. I feel like I don’t measure up. How can I get over my envy and be happy with what I do have? – …
Our company distributes the leads that come in to the sales reps. A disturbing pattern has emerged. Our sales manager gives the best leads – multi-million-dollar opportunities – to the male sales reps. The women reps get the leftover one-offs. Do I point this out to our manager or go right to HR? How should I handle this uneven distribution …
I have a co-worker who seems to have a problem with me. She tells me the work I do is bad, doesn’t include me in conversations, and keeps saying I’m in the wrong field. I’ve told my supervisor, but he just tells me to ignore her. I’m still having a very hard time working with her and her negative attitude. …
The holidays are just around the corner, and I’m stressed about the political conversations that will certainly come up. My family has very strong political opinions, and they’re very different from my own. I hate engaging in these conversations and would rather avoid them altogether. How can I politely tune my family out when politics come up? – Andi in …
This past month, as I was preparing for an all-day event, I made the time to revisit my elevator pitch and overall approach. We all need to reassess our messaging on a regular basis. Things change and it’s important for us to pivot, not only to remain pertinent, but to freshen our personal brand. What is new and how can …
My sales job requires a lot of extra hours, at night and on weekends. I can’t keep up without overworking. I feel like I’m doing all the work. How do I approach management to get some balance back in my life? – Martina in Corpus Christi, Texas Answer: Finding balance by integrating our work and personal lives is crucial to …
My co-worker sent me an email I found disrespectful, but when I pointed that out, he said I was being too sensitive. I have to work with him on a daily basis. How do I navigate this situation? – Leslie in Jackson, MS Answer: There are two parts to tackle here: the email communication and a crucial conversation. First we …
Every successful sales career includes the important component of navigating and managing client relations when remittance for goods or services is past due. The prosperity and continuity of your organization is dependent upon receiving timely payments. Sales professionals embody the roles of both offense and defense, whether closing the sale or collecting for your good work. For those of you …
We are a small business and send out a regular monthly newsletter to our clients and prospects. We have seeded our list with several team members’ personal and professional email addresses. However, we find that our company newsletters end up in our team members’ spam folders – both the personal and professional email addresses. We are worried this is impacting …
There is nothing more important than actually doing what you say you will do. In sales, this is the gold standard of demonstrating your credibility, reliability, and trustworthiness. For relationship sales, each of these traits are invaluable. When you do what you say you will do, you earn the confidence and good will of your clients and prospects. It’s Leadership …