Can we agree never to do this?

As a potential client, the worst sales call I ever endured was with a Sales Guy for one of the world’s most popular coaching programs, led by perhaps the most famous coach of all.  As I transitioned from corporate life to entrepreneurship, I wanted to get support with all the emotional and tactical challenges I was having, and I figured,...

Selling to friends? You need to read this…

Kudos to you for even clicking on this post… Selling to friends?! There are very few topics that make my clients recoil in disgust faster than tapping into their friend circle for clients, but I’ve learned this subject comes up and time and again with my high-touch service providers. For example, one of my clients looked around at his peer...

Get better testimonials NOW!

I’m curious — how much time have you spent thinking about the quality of your testimonials? According to Nielsen, 70% of people trust reviews and recommendations from strangers. And why? Because, when done well, testimonials are stories — and we know that authentic storytelling is key in making the sale. However, if you’re like most entrepreneurs I work with, you’re leaving your testimonial power...

How’s your follow-up game?

I’m going to share two stats with you that I think you’ll find interesting. According to Hubspot… 1. 80% of sales require 5 follow-up calls after a meeting 2. 44% of salespeople give up after 1 follow-up The message here is pretty clear: If making the sale takes multiple follow-ups, but even seasoned salespeople are giving up after one, then most...

I blew it. Can you relate?

As I was thinking about what to write you this week, I really wanted to avoid telling you this story. But because we often learn more from our mistakes than our accomplishments, I’m vetoing my pride and sharing this with you. I totally blew a sales call. Like, tanked it. A referral came my way from a past client, and...

Is empathy your sales superpower?

At last week’s Sales Roundtable, several business owners expressed the same concerns about selling right now: “I’m hesitant to reach out because they’re probably not spending money right now…” “I’m reluctant to reach out because I know they’re busy — I’m probably the last thing on their list.” However, in the same breath, these business owners also expressed desiring to...

Unsure how to sell right now? Watch this.

This month, I’ve been hosting weekly Sales Roundtables for entrepreneurs and small business owners, and I wanted to share perhaps the most difficult question that keeps coming up: “I’m just not sure how to go about selling right now. I don’t want to be seen as profiting off of the pandemic, so what do I do?” If you can relate...
If you’ve been following me for a while, you might be surprised to learn that I’m an introvert. I never shy away from a stage or microphone, I jump at any opportunity to meet new people, and I love to talk. Friends and family who follow my Instagram will often comment on my busy lifestyle in New York — I...

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...