I’m sure if you are reading this, you may know how much I love sales! I love the competition. I love the thrill of matchmaking the perfect product and service to an ideal client. I love how learning to prospect and manage the funnel has allowed me to earn more income than I ever imagined […]

Quota, I didn’t know even what it meant when I started my first job in outside sales. My boss explained it was the required amount of sales each rep was to make each month. He said it with such ease,”Your quota is $20,000 per month.” I started to sweat and feel a little queasy; $20,000 […]

I’ve found a lot of people are confused about sales and what it means. It’s more than pushing a product or service. It’s is presenting a product or service as a solution and an explanation of why. Have you ever been told what you offered is too much money? I have, and my response is […]

The company that gave me my first opportunity in sales also introduced me to the blitz. Every Spring, they had a week of blitzing. It was a few days of the contest. Contest for the most sales, the most units sold, the most in-person cold calls completed. They would announce the blitz with just a […]

I walked down the hallway and there at the front door of my office was Jeri. She was dressed for casual conversation with a business dress and flats. She was smiling pleasantly and sincerely.  She said, “Hi Reena” as I walked toward my office. She did not have an appointment. I had lots of paperwork […]

At the beginning of my sales career, I was pretty indifferent to winning or losing a sale. I would find someone who was in the market, prepare a proposal, deliver the proposal, and wait on a reply. It seemed in those days; I didn’t get many signed proposals. If I never heard back, if they […]

The phone rang. It was a kind voice on the other end, asking about a copier. She was from a church in a neighboring town. “I wanted to know if I could get a price on a copier?”   I replied, “Sure, tell me a little bit about what you are looking for in a machine?” […]

I’m going to venture out to say no, it’s not dead. I get two or three calls a week about a car warranty that doesn’t even target 🎯 a specific person or car. So even the most basic form of cold calling (dialing for dollars) must still be working. I’ve seen the posts. Some say […]

We’ve all been there. We are waiting in the wings, ready to deliver a contract and a fantastic product or service. We’ve delivered the quote. It filled a want or a need. The price was more than fair. They were a qualified prospect. So why are we playing the waiting game? The problem is usually […]

“I can’t sell because ____!” Have you felt this way?? I hear this all the time. I listen to it from people from all walks of life. Some young, some old, and all in between. Sometimes they follow with an excuse. “I’m too shy! I’m too quiet! I don’t know anybody! They could see right through me!” One […]