Listen as we discuss today's challenges and opportunities in sales
Last month, sales leader Patrick Carter joined our CEO Lynn Whitbeck to introduce their new 12-part series. In that first episode, Patrick and Lynn revealed their acronym, “PERFORMANCE,” highlighting the top 11 power skills you need to boost your sales career. Following a discussion of “Problem Solving” earlier this month, the duo are back to discuss the second letter, “Engagement.” …
In our last sales podcast, sales leader Patrick Carter joined our CEO Lynn Whitbeck for the first installment of a new 12-part series. That episode introduced their acronym, “PERFORMANCE,” highlighting the top 11 power skills you need to boost your sales career. Today, Patrick and Lynn dive into that first P in PERFORMANCE: Problem Solving. What do you do when …
In 2019, we were glad to have sales leader Patrick Carter join us for a podcast about the retail apocalypse. That discussion went so well that we now get Patrick back for a whole 12-part series! To kick off this series, he and our CEO Lynn introduce listeners to the 11 power skills you need to boost your sales career. …
How can you achieve sales success this 2020? It starts with laser focus and the right tools. Lynn spoke with sales expert Gresham W. Harkless Jr. on how entrepreneurs, business owners, and people with a side hustle can find new opportunities and sales leads for their organizations. Ring in the new year with these unmissable tips. Gresh manages a community …
How do you obtain customers and effectively manage relationships with them in the tech industry? We spoke with Dennis Sullivan, a sales expert and relationship ninja who leads from the heart to build strong, lasting connections. Although the sales profession has changed a lot over the years, Dennis’s unique approach in the tech field has helped him secure continued success. …
Sales careers are dependent upon having a strong network of clients. How do you build up this network? One of the best ways is through referrals. Referrals are highly coveted and a vital way to boost your sales career, but it can be daunting to seek them out. How do you ask for referrals without coming across as desperate? What …
Networking is a key part of growing in your career, and yet so many of us dislike it. Or perhaps a stronger word is more appropriate? It’s not uncommon for people to say they hate networking and will avoid it at all costs. But it doesn’t have to be this way! In our newest podcast, Lynn shares how you can …
Sales isn’t just the art of convincing people to buy the product or service you’re selling. In fact, the foundation of sales lies in quality communication: You must learn to actively listen so you understand what your customer wants and needs. But this is easier said than done. Luckily, we got some key tips to improve your communication fundamentals. In …
Lately, you can’t escape discussions about how artificial intelligence – AI – will inevitably disrupt and even end retail sales. We’re already seeing the rise of self-checkout stands at grocery stores, and chatbots are an increasingly common part of online purchasing experiences. Are we on the verge of a retail sales apocalypse? We spoke to Patrick Carter, a sales leader …
Depending on your career and personal needs, job sharing may be an ideal option for you. Even in sales, job sharing is possible! But how can you pursue this option in your sales position? In a new interview, Lynn spoke to two sales women who successfully job shared for over a decade. After all that time, Liz Pearl and Tari …
Whether you work in sales directly or work with sales, you may wonder how you can work more effectively with procurement and provide long-term value in your client-vendor relationships. Kendall Cowdrey, a senior procurement facilitator at a Fortune 500 organization, knows a thing or two about developing lasting relationships. She offers expert advice in our new podcast interview. Kendall explains …
Believe it or not, there’s never been a better time to start on a career in sales. Why is that? As industry leaders Lynn and Steve explain on our new podcast, there are many reasons why sales careers are so highly coveted. First, it’s no secret that companies rely on a source of revenue to survive and thrive. But where …
In our dog-eat-dog world, many people feel that they must use every tool possible to get ahead. This as true in sales as anywhere else. When a study suggests that saleswomen are 20% more successful when they flirt with clients, you can understand why some saleswomen would follow that path. But is being a flirt as lucrative as it seems? …
We’ve all heard of branding, but have you thought about why it’s so important? How do you develop your style and brand so that you’ll succeed in your career? Special guest Melissa Forziat joins us for an illuminating interview all about crafting your branding. With Melissa’s experience as a small business marketing coach and event manager, she has all the …
Receptionists: They’re often the first person seen and the last person considered. However, a smart saleswoman will recognize them for the power they have. Receptionists, like personal assistants and coordinators, are gatekeepers. Gatekeepers can be the difference between you connecting with your potential buyer and being shown out the door. Indeed, it won’t matter how well you can sell your …
Business travel can bring a nice change from the usual office routine, but it also comes with its own set of difficulties. How do you keep up with your sales and workload when you’re on the road? How do you stave off jet lag and travel exhaustion and get the most out of your business trip? With a little self-care …
In sales, you meet all kinds of prospects and clients. Depending on your industry, you may run into so-called pay-to-play clients. As the name suggests, these are potential clients who require some form of payment before you can participate in a particular business activity. But isn’t that shady? It depends on who you ask. Lynn and Tina have both dealt …
Sales is a tricky business that requires excellent people skills as you build trust with your clients. But no matter how much you’ve mastered the art of sales, you’ll still make mistakes from time to time. What kinds of missteps can occur during the sales process? What about client relationships – are missteps more serious and harder to overcome? Moreover, how …
In sales, your customer needs should be important to your organization. While this should go without saying, it’s easy to lose sight of your customer focus. How do you improve your customer focus and relevance? How do you talk to your customers and truly listen so you can ensure you’re fulfilling their needs or providing something they lack? Sales experts …
In sales, demonstrating sincere interest in your clients, or worthy intent, is invaluable. It’s how you build stronger, lasting relationships with your clients. Worthy intent in professional sales is all about building relational capital with your prospects and clients – the practice of making a deeper connection with the individuals you work with. You accomplish this by shifting the focus …