I’m struggling to receive returned calls. I follow up over and over. Calls, emails, and inmail on LinkedIn – nothing …
Spicy Content: How to Keep Your Clients’ Interest
We have all developed standard messaging, processes, and steps to pursue and close sales. Even so, it’s vital that we …
How to Create Lasting Value for Client-Vendor Relationships
Whether you work in sales directly or work with sales, you may wonder how you can work more effectively with …
How to Super-Charge Your Referrals
My clients never give me referrals. I’m doing great business with them with outstanding performance reviews. Why won’t they voluntarily …
The Importance of Patience to Close the Sale
You may have heard that patience is a virtue. Not only is this a good antidote for everyday life, it …
Women, This is the Secret to Gain Valuable Career Skills
Here’s the secret to advancing your career and learning invaluable leadership skills: sales training. Sales training teaches women key attributes …
Winning Sales Strategy and Tactics in a #MeToo World
Lynn, how have sales changed with #MeToo? What should I do differently? – Aimee in Owings Mills, Maryland Answer: Best …
Should You Flirt in Order to Make a Sale?
In our dog-eat-dog world, many people feel that they must use every tool possible to get ahead. This as true …
How to Build Friendly Rapport Without Being a Flirt
One of my colleagues told me I come across as a flirt. I was horrified. She’s a real pro and …
How to Make Your Presence Strong in Negotiations
How do you succeed in negotiations? In your sales career, strong negotiating often comes down to how others perceive you. Presenting …
Why Targeted Marketing Materials Unlock a Tremendous Edge
We never have enough marketing materials for the different industries and business units. We have a generic brochure and presentation, …
Clients Love Benefits. Here’s How to Focus on Them to Boost Sales!
Sales is all about your clients. So how can you entice them and improve your performance? By focusing on benefits! …
How to Eliminate Non-Selling Tasks to Unlock More Rewards
There are far too many non-selling tasks at my firm. I’m working all kinds of extra hours to complete these …
How To Manage A Day Packed With Meetings: The Ultimate Game Plan
Meetings are a foundational tool for wooing your prospects and clients. A key to developing great relationships with your prospects …
How to Win Friends and Build Influence with Gatekeepers
Receptionists: They’re often the first person seen and the last person considered. However, a smart saleswoman will recognize them for …
How to Promote You and Your Business, Pt. 2
Believe it or not, a large part of sales success is in the art of self-promotion. For many people, this …
How to Pick Up the Fumble When You Drop the Ball with the Client!
I haven’t talked to a prospect in several months and think I may have dropped the ball. What should I …
How to Manage Your Sales While on the Road
Business travel can bring a nice change from the usual office routine, but it also comes with its own set …
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 …
The Basics of the Quote-to-Cash Process
There are many processes that you use to track your business’s well-being and future possibilities. One of them is something …