It’s Time to Pause and Say Thanks

Thanksgiving is my favorite holiday. There are no gifts to buy, no fancy clothes to wear, and a day when taking a nap is not frowned upon. I appreciate the focus on thankfulness at work and home. It’s a great time to pause and say thanks to customers and employees alike. You can ignore political, ethnic, and religious constraints and truly...

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The ONE Question You Must Answer Correctly to Win Sales

After spending two weeks at conferences and trade shows, I noticed something simple, and yet so important to your success. When someone asks you, “What do you sell?” Or “Tell me about your product…” There’s a more important question beneath the question. What your prospects or buyers are really asking is,...

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Earning What You’re Worth Happens in THIS Profession

The US Census income data from 2014 is released and reports the median income by different age groups and gender. I’m not going to get into the wide disparity between men’s and women’s income by age (which is shameful), because this message is about how gender and age don’t matter when considering income potential. If you want to earn more than...

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The 2016 Sales Must-Read Books: Build a Learning Culture

Staying mentally sharp and relevant is key to sales success. Buyers demand their sales reps be relevant, insightful, and valuable. As the leader, you set the stage. What information do you share with your team that positions them to bring extra value, challenges their thinking, and helps them be more skillful, work smarter, or open new doors?...

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Don’t Let Being “Part of the Family” Kill Referral Sales

Trusted advisor, business partner, collaborator, part of the family—all terms sales pros seek to indicate they are “in” with their customers. Joanne Black, my referral mentor, says these terms are good indicators of referral possibilities. Well, that is…unless  that close of a relationship starts killing referral sales. I was so proud of being...

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These 2 Important Actions Will Shorten Your Sales Cycle

Last weekend, my husband and I tackled replacing a fence post that finally gave way after 18 winters of snow sitting at its base for months on end. We started with the worst part, digging out the rotted stump and the 36” deep concrete which surrounded it. It’s dirty, tedious, and hard work. Midway through, he said, “Maybe we should’ve watched...

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3 Bad, Bad Sales Behaviors You Must Avoid

I’ve been in the buyer’s seat a lot lately. For our consulting firm, we’re looking for a new IT vendor, new equipment, graphic services, and specific supplies to support our training courses. It’s been fascinating to be sold to. Or rather I should say it’s been fascinating having sellers attempt to sell to me. I want to believe that sales...

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Salespeople Obsolete? Hogwash!

Do you find yourself focusing on tools and technology to drive sales? Or, is your strategic focus to ensure your salespeople are willing and skillfully able to grow sales? It seems the focus on equipping salespeople to succeed is missing a key component…sales skills! I’ve been to so many events lately where nearly all speakers, vendors, and...

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