Skill #2 – How Engagement Expands Your Prosperity - with Patrick Carter

Skill #2 – How Engagement Expands Your Prosperity

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.” …

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 …

Skill #1 - Problem Solving Your Way to Success

Skill #1 – Problem Solving Your Way to Success

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 …

Always Right - Customer's Point of View

Always Right: Sales Tips from a Customer’s Point of View

You can’t have sales without customers. That statement may seem obvious to the point of simplicity, but it highlights an often-forgotten part of the business world: You can’t sell anything if no one wants to buy. What do customers want? How can your interactions with these important people make you into the best salesperson you can be? While every customer …

Developing Relationships

How to Develop Sales Relationships That Will Last

Developing strong relationships is key to any successful sales career. They provide long-term foundations that will benefit your sales career for years to come, and they will make for much smoother sailing. But how can you develop sincere and reciprocal sales relationships without it feeling forced or transactional? Sales experts Lynn and Tina share their tips in this installment of …

4 Rules to Knock Your Presentation Out of the Park

4 Rules to Knock Your Presentation Out of the Park

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 …

How to Laser Focus Significant Tools to Achieve Your Goals

How to Laser Focus Significant Tools to Achieve Your Goals

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 to Handle an Uneven Distribution of Leads

How to Handle an Uneven Distribution of Leads

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 …

Help the World

How Do You Help the World?

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 …

10 Big Ways to Unlock Innovative Tech Sales - Dennis Sullivan

10 Big Ways to Unlock Innovative Tech Sales

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. …

Top 10 Solutions for Timely Payments

Top 10 Solutions for Timely Payments

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 …