Are you part of a B2B sales organization proactively looking each week at what deals are in your sales funnel (or sales pipeline)?  You probably fall into one of three camps:
A. […]

Before I got into professional selling, I was a preschool teacher who worked with two-year olds. We were licensed for 12 two-year olds in our room within a daycare center, and I had two assistants. For anyone who […]

In business-to-business selling we do a lot of war room planning against competitors. In fact, discussing competition often sounds like being in a war.
What if you disarmed the thought of competition – and instead […]

Spending some time in New York City might not seem like the place to get inspiration about customer service, but my experience is almost always inspirational.
The conference I’m attending is for women […]

In an inbound marketing world, is there still need to call people? This is the current question on many sellers minds and one that deserves some ongoing discussion.
Of all the ways we have seen people actually […]

A corporate salesperson was telling me about his pipeline, and explaining all of the opportunities that were stalled. Nearly every one had what he thought were insurmountable problems.  He was perplexed, […]

It is true that the shape of the journey of the buyer toward making a purchase is less about looking like a traditional funnel and more about a cloud or MindMap type of drawing. Even so, I was thrilled to receive […]

Did your team receive iPads or other tablet PCs and you find them under-utilized? As a long time PowerPoint user myself, I have felt guilty about my iPad being my glorified Evernote […]

Are you a sales data naysayer? Think that metrics and measurement are “too confining” (that was a National Safety Council ad campaign back in the ‘70s about  wearing seat belts […]

More than 3 years ago I was interviewed by B2B sales guru Jill Konrath. Not surprisingly, our conversation about building strategic partnerships is still current information (except that I’m based in Boston now). […]

I’m spending the next three days at the largest International conference for Inside Sales Professionals at their annual Dallas Leadership Summit. If you are a sales leader, you should be here – and you might still […]

This week I was around hundreds of sales professionals from all walks of life. Quite often I asked them if they had seen the viral video, Caine’s Arcade yet. Nearly all of them said they hadn’t.  They each told me […]

Yesterday I moderated a very interesting discussion on what a B2B company needs in order to create an environment that can help develop sales influence among the ranks.
Hear the Focus roundtable audio with sales […]

As a seller, there are things that you should not do and then there are major irritants that turn someone far away from you. In sales we know how to push the envelope a bit – how to be bold and how to find ways to […]

“Prospective Customers Don’t Always Know What They Need”
For a long time, I used a contour bed pillow and thought it was great. It solved an issue of being more comfortable for my head and neck. The problem over […]

With the amazing discussion we had on the first virtual roundtable on Sales Influencers, I’ll be moderating a second roundtable on Thursday, April 12 at 1PM Pacific / 4PM Eastern. We […]

It is exciting to announce the first of a series of roundtable conversations on what a sales influencer is. This is important because:
1) What company or brand doesn’t want to have a sales influencer on board?
2) […]

In my years in selling in the corporate world, I tended to run into a consistent issue – big clients would rarely, if ever, allow me (or the company I worked for) to be quoted publicly that they were our client. […]

Are you a woman in the lead gen business in B2B selling? Do you work at the front end of the sales cycle generating hundreds or thousands of leads over time for your company (or companies)?  There is a search […]

We like things in selling that are smarter than us. The new portal / sales blog aggregator called SalesProCentral is intriguing and interesting. [disclosure: Score More Sales blog is one of a bunch of sales blogs […]