selling

For sales professionals everywhere

Being structured is about setting up systems that support action—so that what needs to happen actually happens. Structure isn’t limiting; it’s a foundation for success.

Think of a bridge—it provides support, stability, and a clear path forward. A calendar does the same for your time. A checklist keeps you on track. Without structure, even the best intentions can fall apart.

Why Structure is Essential

Some people resist structure because they associate it wi…

For sales professionals everywhere

Being organized isn’t about perfection—it’s about efficiency. Christina Scalize said it best: "Organizing isn’t about perfection; it’s about efficiency, reducing stress and clutter, saving time and money, and improving your overall quality of life."

At its core, being organized is a mindset. It’s about sorting data, actions, and tasks into meaningful categories, allowing you to work smarter, not harder. And the best part? There’s no single "right" way to do i…

For sales professionals everywhere

This month, the blog and webinar series are about Being Prepared—with BEING as the operative word.

Being prepared carries a state of mind of thoughtfulness and thinking ahead. It means considering current conditions in business and in your life that will impact the actions you take and the results you produce.

Being prepared coincides with being proactive, as they have a similar relationship to taking initiative. Last month, we talked about Being Intentional…

For sales professionals everywhere

Being intentional is a powerful mindset, but it’s more than just a philosophy—it’s a practical approach that can transform your sales results. By narrowing your focus and aligning your actions with a clear, desired outcome, you set yourself up for success.

What Does It Mean to Be Intentional?
At its core, being intentional is about clarity and purpose. It’s about knowing exactly what result you’re aiming for and letting that outcome guide your actions. While b…

Welcome to the third article in our Sales Management Building Blocks series! This time, we’re focusing on technology and the structures you need to drive consistent sales performance.

When managing creative salespeople, organization and structure are essential. To avoid the peaks and valleys of sales performance, it’s crucial to implement tools and systems that prompt and guide sales activities, while also tracking actions and outcomes. Let’s explore some key structures every sales manager shou…

With Less Traffic, You Can…

…expand the time you spend with the customer.

This article is the second in our series about maximizing opportunities with less retail traffic. In times of reduced traffic, each customer interaction becomes even more valuable. By viewing each customer as an opportunity, regardless of where they are in their decision-making process, you can create meaningful engagements that lead to better outcomes.

Here are some things to consider: 

See Each Customer as an Opportu…

There's an old selling belief that when a salesperson asks for the sale, they should stop talking because the first person who speaks loses. While this isn't entirely accurate philosophically, it IS an effective action. 

When you ask for the sale, your intention should be to get it. A closing question naturally demands a response, so give the customer the opportunity to answer. The silence that follows your question can be a powerful tool. Here’s how to use it effectively:

Helpful Tips for Mas…

Handling objections is a critical skill for any sales leader. An objection is simply a voiced concern, waiting to be addressed with information, compassion, and patience. The key to overcoming objections effectively is to respond succinctly and then stop talking.

Here’s how to master this approach:

Understand the Concern

When a customer voices an objection, your first step should be to understand the real concern. Ask clarifying questions to get to the heart of the issue. For example, if a cu…

As a sales leader, your primary goal is to help customers find solutions that meet their needs. However, one common mistake is providing too much information when presenting a solution. This can overwhelm the customer and hinder their decision-making process.

When a customer comes to you, they are looking to solve a specific problem or achieve certain priorities. It's crucial to focus on these aspects and align your solution accordingly. Here’s how to effectively present a solution without over…

As sales leaders, it's natural to want to build connections with customers by sharing personal anecdotes. However, there are times when talking about yourself can hinder rather than help the conversation. This might sound harsh, but when a customer starts talking about their German Shepherd, it’s not an invitation to talk about your French Bulldog.

Even if you have a good connection with the customer and you are intentionally looking to create a deeper bond by increasing similarity, resist the …