#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...

#SalesBreakthrough: Brand Wish List

Over the weekend, my client and friend, Gabby Bernstein, hosted Spirit Junkie Masterclass — a spiritual business training that I’ve had the pleasure of working on for the last three years. This time around, I was honored to be up on stage fielding a question about event sponsorship — one of my favorite sales topics! And it got me thinking...

#SalesBreakthrough: Peel The Onion

Does this ever happen to you? You have a sales conversation with an ideal prospect, it goes great, you think you’re about to win the business, and then — crickets. No movement. You didn’t make the sale on the call, and now she’s putting off making the decision to move forward. You’re left struggling with how often and how aggressively...

#SalesBreakthrough: An Attitude of Gratitude

I have a quick question for you: Where do most of your best clients come from? When I ask this in group settings, most people will say “word of mouth.” Sure, they may also get leads from advertising, digital marketing and other sources — but the overwhelming majority say their best clients come from someone they know. First, let’s stop...

#SalesBreakthrough: Respond Rapidly

She almost had me. I found the most bad-ass health coach online, and I was ecstatic to see that she sees clients just a few short blocks from my new apartment. It was fate! I finally found my person, the expert I’d been seeking to help me turn it all around. I was filled with hope. I followed her on...