#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: 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...