Travel is a huge part of doing business as a sales executive – a study by Oxford Economics shows that approximately 40% of prospective customers are converted through an in-person meeting, compared to a scant 16% without such a meeting. With…
Can you remember the last time you received a gift you were delighted by? In a culture where consumerism is the norm, receiving a gift that is truly thoughtful is noteworthy – proof of a relationship beyond something merely transactional.…
Keeping the top of your pipeline full – regardless of the day of the month and how full the middle of the pipeline is – is crucial to continued, predictable success as a sales professional. It’s also a pain. With 40% of sales…
You do it even though you know you shouldn’t. Even before you make that first cup of coffee, it’s already on your mind. You might even do it while you’re still in bed – but you know it can’t just…
The difference between an uncomfortable silence, a pregnant pause, and the ability to sit comfortable in silence with someone – if you secretly like the inherent quiet in all three, you might be an introvert. Since releasing her bestselling book Quiet,…
It’s a new year, and with it, everyone is making goals with the intention of improving lives and careers. And if you’re in the business of selling (aren’t we all?), you’re figuring out how you can have your most successful yet.…
As a business owner, it’s a fair bet that you’ve got more on your plate than you can handle on your own. That said, if you’re not the one talking and sharing and posting about how great your business is…
As an executive, you’re already familiar with the idea of creating standard operating procedures (SOPs). Typically, they are the necessary (and typically dull) documents that make sure things in the company keep moving when the people who are running the show aren’t…
The holiday season gets crazy for a lot of us. The cookies have been baked, holidays cards are out, and your house looks like Martha May Whovier decked the halls, but when you think about your impending work deadlines and…
Have you found yourself relying on the performance of a star employee? It’s the sales rockstar who always crushes their goal. It’s the marketer who creates viral blog posts in their sleep. It’s the assistant who runs your schedule (and by proxy,…
