#SalesBreakthrough: Good, Better, Best Goals

Each week, I open for “office hours” over in my closed #SalesBreakthrough Facebook group— a chance for entrepreneurs to get their questions answered in real time. Last week, I received a number of questions around the best way to set goals for new program and product launches — one of my favorite topics! For some entrepreneurs, like me, goal setting gets...

#SalesBreakthrough Challenge: Pick Up The Phone

Last year, I met a coach who had created a beautiful group program. She had done everything right — market research, valuable content, gorgeous marketing. And yet, as the deadline to sign up approached, her program wasn’t even half full. Concerned, I asked her to tell me more about her sales process, thinking that perhaps the offer or pricing was...

#SalesBreakthrough Challenge: Where are you stuck?

Maybe it’s the pumpkin spice making an all-too-early return, or the “first day of school” posts showing up in my Facebook feed, but it’s starting to feel like fall — and I can’t wait! Even though it’s been many years since I’ve been in a classroom, I still savor that back-to-school energy. In the fall, I am motivated to get...

#SalesBreakthrough: Show, Not Tell

Today, I’m sharing one of my top tips for converting your next sales conversation into a client! Think about your last new client consultation or sales presentation. How did you share about what you do and the impact you’re having on your clients? What approach did you take to impress upon the prospect the important work you’re doing or valuable...

#SalesBreakthrough: High Vibes Only

As an entrepreneur, what’s your most valuable resource? When I ask this question of my clients, the most common answer I hear is “time,” which is a great thought — time is critically important when planning for revenue success. However, I’d like to suggest a different answer: Energy. You could have all the time in the world, but if you...

#SalesBreakthrough: Revise for Results

Here’s an old sales adage that remains true: Features tell, benefits sell. Two weeks ago, I was asked to review an event sponsorship deck for a creative, vibrant and successful company. If you don’t know what a sales deck is, it’s a series of slides that accompanies a presentation, usually with the intent of selling something — in this case, corporate...

#SalesBreakthrough: Celebrate Your Mistakes

A couple weeks ago I had the pleasure of hearing a talk by Reshma Saujani, founder of Girls Who Code, a non-profit that ushers young women into tech by teaching them to code. Reshma’s goal is to see one million women in computer science by 2020 — no small feat, and she’s making it happen! In her talk, Reshma shared...

#SalesBreakthrough: Prepare To Relax

If you’re reading this in the U.S., chances are you’re preparing for the long holiday weekend. Further, if you’re an entrepreneur or salesperson, chances are you’re feeling one of two ways: 1. AWESOME! You’re meeting or exceeding your sales goals, so you can coast into the long weekend, ready to get down with some backyard bbq and sip your beverage...

#SalesBreakthrough: Mind the Gap

What is your main objective when conducting a consultation or initial meeting with a potential client? Over the years, working with sellers and entrepreneurs, I’ve gotten a wide range of answers to this question, including: To make the sale To share about my services To show why I’m better than the competition There is nothing inherently wrong with wanting to...

#SalesBreakthrough: Uplevel Testimonials

How much time do you spend actively seeking new testimonials and making them the best they can be? According to McKinsey & Company, testimonials and word-of-mouth are the driving force behind 20-50% of all purchasing decisions. And why? Because, when done well, testimonials are stories — and we know that authentic storytelling is key in making the sale. But, if...