Recently I was asked to speak at a luncheon for Women In Networking on the topic of sales. I had grown tired of the common, “X tips to sell more Y,” themed titles. Instead, I wanted to present something different; something...

If you’re a business owner or responsible for business development, you know the standard benefits of training your team to network well. Three often cited benefits are: Securing referrals and connections Industry and business intelligence Opportunities for collaboration and partnership...

Have you stared at that pile of business cards after a networking event and thought to yourself, “Now what?” If you have, you’re not alone. Many of us struggle with follow-up after a networking event. The three reasons I address in...

I found loads of resources about what to do to engage clients, customers, and employees as I began my research for this third post in the three-part series that started with 3 Notes to Scale Up Your Sales. The one piece of...

Do you remember the fable of the mouse who saved the lion from the hunter’s net? It wasn’t written about sales in today’s economy, but it could have been. When the mouse (you) saves the lion (your customer) from the...

Twenty years ago I started my career in sales. As I was building my list and my accounts, I followed the basic principle of sales I learned – it’s a numbers game. The explosion of tools, channels, and available information...