Objections or Opportunities? Your Mindset Matters

Last summer I visited Yellowstone National Park with my family. We looked forward to hiking, seeing cool geysers, and were hopeful we’d have the opportunity to see a real grizzly bear in the wild. Little did we know that on Day 3 as we rounded the bend during a hike, 150 ft away would be a mama grizzly and two cubs. Within moments, three out of...

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Are You Making It Easy to Buy Your Solution?

While my tips are about how you can be more productive in your selling efforts…I learn so much about being a good seller from the situations I have as a buyer. In buying new cell phones recently, I visited a national mobile carrier who seemed to put up every barrier possible for me to actually purchase two cell phones. From a long wait, to...

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A Holiday Message

  Wishing you peace and joy this holiday season. It’s a perfect time to pause, breathe, and spend time with those you love. -Nancy Bleeke and the Sales Pro Insider Team

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A Crash Course for Creating Client Criteria

If you want to shorten the time to a buying decision… Work with more of the clients you enjoy Focus your marketing efforts on the right people And save yourself a lot of time and headaches Identify your ideal client profile and the criteria that allows you to filter who will be ideal. First, I’ll explain the two types of criteria and then I’ll...

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Danger, Danger! The Pitfalls of Premature Proposals

We’ve attended several weddings this past month – we’re in that stage of life! And in listening to the stories of these new couples, no matter how they initially met, there was time, shared experiences, and getting to know each other before the engagement proposal. Premature Proposals Lead to Broken Engagements Yet in sales…I see buyers ask for a...

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In the realm of all holidays, Thanksgiving is my favorite. It’s a no pressure day (even when I’m cooking) because there are no gifts to buy, no fancy clothes to wear, and a day when taking a nap is not frowned on. It’s time to focus on thankfulness at work and at home. A time to pause and say thanks to customers and employees alike. You can...

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The Qualifying Conundrum in Sales: Misfit Clients Beware

Let me ask you a question or two: Is every client you’re working with someone you wish you could duplicate? Are they profitable, finding value in your solution, and do you look forward to your next conversation with them? If you didn’t answer a resounding YES to those questions – maybe it’s because they aren’t the right clients for you… and if...

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To Make More Sales, Make Time for Preparation

Have you ever watched what an athlete does before their event? Or any type of performer before their production? There’s stretching, visualizing, time with their coach and teammates or cast members, practice, and often quiet reflection. They often say they can “hear” the applause from the crowd in their head during their preparation. No matter...

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Stop the Interrogation: Go Forward with Conversion

I am a Law & Order SUV junkie – I enjoy figuring out the plot twists and whodunnit. I watch with interest how the detectives interrogate the suspects to get to the truth…or what they believe is the truth…and the information they seek. They sit across the table and look them straight in the eye. They ask questions that include assumptions and...

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