The New Normal of Conferencing


Nothing is the same in business post-covid. Why should conferences remain the same? And so it was that I spoke at my first large conference with thousands of attendees a few weeks ago. Here’s what you can expect at your next conference or big event: Travel More Painful At least Internationally. I had to jump… continue reading »

Request For Proposal Winning Secrets


I had the pleasure of teaching an RFP training at last week’s WBENC conference. To prepare, I dug deep into what I knew as a former purchaser of services at Pepsi-Cola, Pizza Hut, Frito-Lay for 18 years, and I looked up some recent research about how to win at these mysterious events. Here are some… continue reading »

Salesperson Loneliness Is Killing Your Sales (Research)


With the onslaught of the Covid phenomenon, suicide, mental illness, divorce and depression rates have all gone up. Sadly, salespeople aren’t immune to this. A new study conducted by Dr. Good says that salespeople are actually lonely and it’s costing you, the business owner, your sales. Here’s why… Why Lonely? Zoom isolation is the first… continue reading »

4 Stupid Questions To Ask a Buyer


As a purchaser of services for 18 years working for sexy brands like Pepsi, Pizza-Hut, Frito-Lay and Smirnoff, I can honestly say that I’ve heard a lot of stupid questions. But my insider info actually comes from a much more recent source: the buyers I work with through diversity certifying organizations that I specialize in… continue reading »

Women’s Day Entrepreneur Advice


Happy International Women’s Day. Weirdly started by the Socialist Party of America in 1911 (!) and then adopted by the UN in 1977, this is a day to celebrate and recognize women all over the world. In doing my part of the said celebration, I wanted to look up how we’re actually doing as women… continue reading »

Sales Meeting Ninja Success Tricks


What’s a Ninja trick? In my mind at least, it’s being able to do something super smoothly and perfectly with no effort. That’s what I think of when I talk about ninja success tricks. And luckily a marketing company called Gong has analyzed hundreds of sales meetings in 2021 to come up with some very… continue reading »

5 B2B Buyer Dealbreakers


“We’ve decided to go another way” is the dreaded sentence you hear from B2B buyers who you’re trying to sell to from time to time (hopefully not too often!) A Kornferry study of 261 B2B Buyers tells the real story of why you’re getting rejected. Here are the top 5 reasons why buyers say “No,… continue reading »

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