Articles

Why is it so difficult for salespeople to acknowledge the small achievements that lead to the big deal that they are so coveting?  Could it be that they have a goal-obstructing habit of diminishing themselves every time they turn around and at the same time deeply wanting more confidence?  That is truly a downward spiral that casts people […]

Recently while having breakfast with my friend Kelly, she said, “Connie, I love cold calling.”  I was totally shocked because a few years ago when she was a sales person for a technology company she “hated” prospecting and cold calling.  So what changed?  Well. . . Kelly is now working with a global company and […]

The other day someone asked me “what do you recommend salespeople do during tough economic times?”  My instant answer was “double your prospecting time.”  Yes, Double it!  Buckle down and get strategic.  Work closest to the money.  No one can argue that the more people you talk to the more people you will sell.  There […]

Last week I was the guest speaker for Scottsdale Job Network and facilitated a workshop re: Self-Promotion and Job Search.  According to pioneering researchers George Dudley and Shannon Goodson performance alone does not determine success.  They discovered something more important!  Self-promotion.  Some of the most highly paid and powerful people did not attain their positions […]

A veteran salesperson who is highly respected in his industry called last week and admitted to experiencing Sales Call Reluctance.  He knows that despite his sales success, his bank account could be much more exciting if he overcame his Sales Call Reluctance.  Because he is motivated and goal oriented and he knows his industry inside […]

A sales manager asked me the other day in the most sincere tone of voice “is it truly possible for a salesperson to overcome Sales Call Reluctance?”   It was evident that he had his doubts.  He was right.  Call Reluctance is a complex, perplexing problem.    It is not as simple as most sales managers […]