sales

This month, we’re exploring what it means to BE Brave in sales—showing up with curiosity, presence, clarity, and compassion. This week, we’re talking about: BE Brave – and committed. Can we finish now?

Some sales training programs define objections as buying signals—because objections reveal interest. If that’s true, then overcoming an objection should naturally lead to the next step: asking for the order.

But here’s where many sales fall apart.

Either the objection isn’t fully resolved, or t…

This month’s theme is BEING Brave—and each week, we’ll explore a different way to apply that courage in your sales conversations.

This week? BE Brave – and inquisitive. What is the real objection?

Too often, when we hear an objection, we rush to make it go away. We jump in with explanations, defenses, even discounts—before we understand what the objection actually means.

Take “It’s too expensive,” for example. Do you know what they’re really saying?

• Too expensive compared to what?
• Too exp…

BE Succinct 
For sales professionals everywhere.

Pain points are different from the problem that they are looking to solve, and they might be similar to their priorities. Pain points are about the buyer and how they make decisions. Pain points answer the ‘why now?’ question. What is happening in their lives right now that has them engaged in this process? How much does that pain point impact the quality of their lives? 

Satisfying their pain point should be part of your solution. This might be …

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…

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…

Have you ever noticed how elite athletes or performers prepare just before they take action? Whether it’s stepping onto the track or walking on stage, they all take a moment to breathe. They center themselves. They focus on what’s next, slowing everything down to concentrate fully on the intention of their next action.

In sales, this same intentionality can be a game-changer. It’s about slowing down and aligning every action with a purpose—whether it’s picking up the phone, greeting a new oppor…