No More Second Chances

Lately I’ve noticed a trend that I’m frustrated and concerned by…….people not doing what they say they’re going to do in the time frame in which they said they would do it in. This isn’t just a professional issue, like the company I’m trying to do business with that says they’re going to follow up […]

Negotiation Rules! A Practical Approach

Wrong, negotiations as a small business are a big deal! Get the deal right, and your company wins big. Make a misstep and …. well, the deal can hurt your profitability, destabilize your company, or hurt your chances to grow. In this 4-hour boot camp, Jeanette Nyden will outline an easy-to-follow, systemic approach to B2B negotiations. If you follow this approach, you will close bigger deals, create happier customers, and bring home a bigger paycheck.

Conversations with Women in Sales Podcast

Finding the right sales role for oneself, with the right company, and the right boss can be challenging BUT it is absolutely necessary if one wishes to be in a position that will set them up for achieving Top 10 Percent status in a sales career. Lori Richardson and I had a great discussion about […]

Why NRR Will Matter More in 2023

Co-author: Rachel Epstein The current economic climate is causing customers to re-evaluate the necessity of existing vendor partnerships and SaaS platforms thus leading to a possible increase in customer churn next year. The last thing any sales leader needs right now is to worry about customer retention while already stressed out about reaching their, probably […]

No Sales Process = No Revenue Progress

Co-Written with Rachel Epstein Salespeople often don’t enjoy following imposed rules around selling. And we get it – it can seem more like a burden than a benefit. But companies without a formalized and documented sales process are more likely to have underperforming reps who generate less revenue. In fact, HBR reports that companies with […]

INSIDE Inside Sales Listeners

I had a great time speaking with Darryl Praill on the INSIDE Inside Sales Podcast.

Everyone wants to be a rockstar, right? You probably know a few, the sales rep who is always at the top of the leader board at your company, every month. The colleague who’s always invited to speak at sales conferences. The friend who’s always celebrating another big deal. You watch them, envy them, eavesdrop on their demos, and flat out ask how they do it; they just shrug and say, “I don’t know. Just lucky I guess.”

It’s not luck and you know it. Rockstar Sales Reps really are different than the rest.

The good news is that THEY may not know what makes them different, but after 20 years of training and coaching sales professionals, I do. I’m going to share these often overlooked, but totally learnable, qualities of Rockstar Sales Reps with you in this fast-paced session!

Join me as we peer into the world of the Rich and Famous Sales Reps to learn what they’re doing that you’re not…….yet.

Growth Month: What Rockstar Sales Reps Have in Common

Everyone wants to be a rockstar, right? You probably know a few, the sales rep who is always at the top of the leader board at your company, every month. The colleague who’s always invited to speak at sales conferences. The friend who’s always celebrating another big deal. You watch them, envy them, eavesdrop on their demos, and flat out ask how they do it; they just shrug and say, “I don’t know. Just lucky I guess.”

Recession-Proof Your Pipeline…..Now

We’ve had a lot of turbulence in the last three years. The pandemic, the Great Resignation, and most recently the war in Ukraine. All this turmoil has increased the price of just about every consumer good and I’m now seeing an impact on business spending because of talk about a looming recession. The result for your sales team and the reps you manage is that companies are or will be delaying purchases or reducing spending in general until they better understand the economic impact of all these events on the next few months or years. This will make it harder to hit quota and get to OTE (on target earnings). So, the time to act is NOW.