Motivation from Within

May 16, 2018 · Posted In: B2B Magazine, Opinion

I’d like to introduce the concept of the elephant and the rider. The elephant represents the emotional self, which is powerful, massive, momentum-generating, and typically gets to where it wants to go.  The rider represents […]

The Science of Selling

March 23, 2018 · Posted In: B2B Magazine, Business

In 1960, President John F. Kennedy announced to the world that the U.S. would put a man on the moon before the end of the decade. In October 1969, Apollo 11 delivered Neil Armstrong into […]

The Best Sales Call Ever

January 19, 2018 · Posted In: B2B Magazine, Business

I regularly get feedback from clients about sales calls. Recently a client came to me and said, “I had the best sales call ever!” What she told me warmed my heart because the call was […]

Would You Do It If Your Life Depended On It?

November 22, 2017 · Posted In: B2B Magazine, Business, Opinion

I was doing some in-house training for a client recently where we were discussing the elements of success and how can we achieve greatness in sales. This is often a hard conversation if we are […]

Get Up Off Your Knees

August 23, 2017 · Posted In: B2B Magazine, Business, Opinion

Stop begging for business. Stop running around doing everything the prospect asks you and sending thank you cards and trinkets because you think all of that extra-mile activity will get you sales. Stop sending out […]

Sales Insider

May 20, 2017 · Posted In: B2B Magazine, Business

There is a list of basic rules of truth that govern the survival of businesses everywhere. While there may be debate on which rules belong on the list, one rule that all businesses owners and […]

Sales Insider

April 5, 2017 · Posted In: B2B Magazine, Omaha Magazine, Opinion

I love sales. It is a career where you, the sales professional, determine your income based on how skillfully you execute the duty. It has a feel of independence, ownership, and entrepreneurship, and it can […]

The Art of Selling

January 4, 2017 · Posted In: B2B Magazine, Business

Sales is a great career option for the professional businesswoman. Through sales, women can escape gender inequalities in pay, since sales commissions are based on what is sold. The sales venue offers unlimited potential for […]