You can’t Hack into the Enterprise

My husband Chris wrote an article recently that paints a picture of a salesperson as the curator of the customer’s purchase experience.  As a professional buyer who has worked with hundreds of suppliers—from the largest to the fastest growing—having a person I trust, who can help me navigate both their organization and mine, is absolutelyCONTINUE READING

I’ve worked for some great leaders throughout my career. However, there is one person who stands out as the best boss I’ve ever had. It was during a formative time in my professional selling career.  His name is Shawn Donovan. Why? Well, no matter how much his leaders turned up the heat, it never rolled down hill toCONTINUE READING

Donna elbowed me halfway through mass on Sunday night. She was already thinking about her commute on Monday morning. The nudge was a reminder that she wanted to get to Arlee’s before it closed at 6 PM. Arlee’s makes this healthy green concoction that Donna drinks on the train ride into NYC. Immediately after communion, weCONTINUE READING

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

Problems Ahead

Sales Profession, We have a Problem

I have stumbled upon a staggering observation. In talking with sales people from various companies across all different industries, I estimate that 70–80% of sales people fail to meet their sales targets in year one. Is this happening in your organization? This dynamic leads to a whirlwind of employee turnover and lost value for everyone.CONTINUE READING

Speedy Morris

This March Madness – treat everyone as a starter How a subtle shift in mindset can transform your business relationships By Donna Donato 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 runningCONTINUE READING