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A challenge, should you choose to accept it…

Jun 8, 2021 | Blog posts, General, Growth

I published my first book, Sell Like Jesus, at the end of 2019. What you probably don’t know is that it was 7 years in the making. Those years encompassed the worst kind of personal tragedy I’ve ever known. By God’s grace I overcame, and the book became a tangible...

Keys to positive change in sales and in life

May 26, 2021 | Blog posts, Growth, Sales

In 2020 the grieving process showed up everywhere in our lives and business. While some businesses prospered, others suffered challenges that range from frustration to devastating loss. People have met these changes with varying degrees of denial, anger, bargaining,...

Three Secret Sauce Ingredients to Keeping Your Sales Pipeline Full

Nov 24, 2020 | Blog posts, Planning, Sales, Sales Process

Here’s the unspoken reality: Many business owners would rather deliver their expertise than sell it. As long as there’s enough business to stay busy, they can rationalize avoiding sales activities. Is that you? That was Bob. He had no sales plan and decided NOT to...

Do Customers Cringe When Your Salespeople Show Up?

Jul 29, 2020 | Blog posts, Sales, Sales Process

But wait a minute. EVERY profession has people who are good, mediocre and bad at what they do, so why do salespeople get such a bad rap? The issue at hand is integrity – honesty – trustworthiness. Salespeople are perceived as dishonest and only out for themselves....

Word Choices Can Build or Destroy Trust

Sep 24, 2019 | Blog posts, General, Sales, Sales Process

I attended a webinar on “inclusive language” in which the presenter reminded us how easy it is to say something that can inadvertently offend or alienate others. Those who sell for a living know that every encounter with a buyer is precious, so it is wise to structure...

How High – Or Low – Is Your Money Ceiling?

May 13, 2019 | Blog posts, Growth, Sales, Sell Like Jesus

A money ceiling is the top dollar amount that you think you/your product/your service is worth. If you get paid by the hour, is that number $20, $100, $10,000? If you charge a mark-up on raw materials or labor, is it 10%, 100%, 300%? Whatever your beliefs about money...