The Two Dirtiest Words In Sales

Last week’s Sales Done Differently workshop for entrepreneurs in New York blew me away in many ways — none more impactful than hearing how these bad-ass women were cold calling their way to success. Wait, cold calling?! Aren’t those the two dirtiest words in all of business?? For most entrepreneurs I work with, the thought of reaching out to someone...

#SalesBreakthrough: Are you sharing your value powerfully enough?

In reviewing sales pages and follow-up emails for clients last week, I noticed the same issue coming up again and again. I saw a lot of energy put into explaining the “who, what, where, when and how” of their programs, retreats and coaching packages — but I wasn’t getting much of the WHY! There’s an old sales adage that you...

#SalesBreakthrough: The Antidote To Self-Doubt

Earlier this summer, I had the pleasure of speaking to a group of pilates entrepreneurs, and I got the most heartfelt question: “How do I sell authentically when I’m sitting in self doubt?” I hear this one a lot. As entrepreneurs, even though we are experts in our fields, we can fall into fear, anxiety and imposter syndrome when it...

#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...