Losing the Sales Baggage

I didn’t realize how much baggage sales professionals carried around until my first professional role after college. I remember one of my first days in the field with US Healthcare. I was feeling pretty good, wearing a dark gray pinstriped suit that my mom bought me for $89 at Today’s Man. I walked into anCONTINUE READING

The Playing Field has Moved, and We’re Not on it

The Conference Board recently did a study of more than 1400 B2B organizations and found that on average, those companies completed 60% of their purchasing process—researching solutions, ranking options, setting requirements, benchmarking pricing and so on—before having a conversation with a supplier. I read several reports from numerous sources over the past few months thatCONTINUE READING

Chocolate Cravings

I brought chocolate-chip cookies into the office on Monday. A few minutes after handing them to my assistant, she sent a note to the entire Procurement Department letting everyone know there were cookies for the taking. The email read, “Donna’s husband baked cookies.” I am not sure if people were more hungry or more curious,CONTINUE READING

Treat Everyone Like a Starter

How a subtle shift in mindsetcan transform your business relationships. I met my husband Chris years after we both graduated from college and I love hearing his stories from those days. During dinner conversations he often reminisces about playing basketball and running track at La Salle University. He lights up when he talks about theCONTINUE READING

The Mindsets to Build Trust Faster

Trust is the most essential currency in business. When we have trust, things get done. Trust is often created and strengthened over time. Unfortunately, time is not our friend. How can we accelerate the trust-building process? Here’s an approach that might help build trust with clients and prospects at the speed of business. Assume yourCONTINUE READING

Insights gained from a New Seller

Insights I Gained From a New Seller! by Chris Donato Over the past two weeks I’ve been checking in with our newly hired sales reps, doing year-end-review conversations. Today I spoke with JaLisa—we hired her straight from college. It’s not only JaLisa’s first sales role. It’s her first professional job altogether. Having 20+ years of professionalCONTINUE READING

5 Reasons Sales People Fail

How often do you get it right when hiring a new sales professional? I’ve been thinking about this a lot lately as the company I’m working with has been hiring sales people. In talking with friends throughout the industry—several of whom run some of the largest sales organizations as well as some fast-growing startups—the bestCONTINUE READING