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Reflections from the March Sales BE Series 

There’s something powerful about a salesperson who leads with curiosity.

In our March session of The Sales BE Series, we brought that power front and center—reminding us that sales is not about clever persuasion or high-pressure tactics. It’s about connection. And connection starts with asking great questions.

This month’s theme? Being inquisitive and knowledgeable. And the message was clear: when you understand what truly matters to your clients, e…

As part of the BEyond Sales series, this month we’re focusing on BEing Inquisitive
This weeks focus: BE persistent - WHEN they don’t respond, what will you do?
For sales professionals everywhere.

Persistence is one of the most powerful tools in sales—but it’s also one of the most misunderstood. The fine line between being persistent and being pushy can make or break a deal.

Here’s the truth: successful sales professionals stay the course. They know when to push, when to pause, and when to pivot.…

As part of the BEyond Sales series, this month we’re focusing on BEing Inquisitive
This weeks focus: BE Tactful – HOW are you going to ask?
For sales professionals everywhere.

Beth,

Some salespeople hesitate to ask the critical questions that guide a sale because they fear sounding intrusive or offensive. But here’s the truth: asking the right questions—tactfully—builds trust, uncovers needs, and moves the conversation forward.

The key is how you ask.

Start Broad, Then Narrow In

Ease into the…

As part of the BEyond Sales series, this month we’re focusing on BEing Inquisitive
This weeks focus: BE Knowledgeable – What Do You Need to Know?
For sales professionals everywhere.

The most successful salespeople aren’t the ones who know everything about their products—they’re the ones who know the right things about their customers.

Sure, product knowledge is important. But understanding your customer? That’s where real sales success lives. Floyd Wickman said it best: “What’s in the mind of yo…

As part of the BEyond Sales series, this month we’re focusing on BEing Inquisitive – How Interested Are You in Truly Understanding Your Customer?
For sales professionals everywhere.

It starts with you.

The most powerful sales conversations aren’t the ones where you do all the talking—they’re the ones where you ask the right questions and truly listen to the answers.

But here’s the thing: great questions will fall flat if they’re not sincerely asked.
Your curiosity, your genuine desire to unders…

For sales professionals everywhere

Being scheduled takes organization and structure to the next level. It’s about more than just having a to-do list—it’s about placing actions in time where they need to happen for both you and your clients.

When you schedule appointments, you create commitment, clarity, and momentum. You take control of the process instead of leaving follow-ups and next steps to chance. Appointments are an agreement between you and your client—a commitment to progress.

Why Sc…

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…

All of this talk about intentionality can seem daunting at first. The idea of consistently focusing your energy and attention might appear exhausting. And maybe, at the very beginning, it is.

But consider this: intentionality is a practice, not perfection. It’s about bringing yourself fully into the present moment and becoming aware of what’s happening around you—the environment, the people, and the conditions—that might impact your actions and intentions.

The more you practice being present a…