sales

This month’s theme is Being Committed, and we’re exploring how to Secure the Sale or Schedule the Next Step.

That means confidently leading each interaction toward a clear outcome—despite the twists, turns, and roadblocks that sometimes get in the way.

This week’s focus is: Being committed despite setbacks.

While we can anticipate possible obstructions, we can’t predict them all.
We can’t control the circumstances, or the weather, or other people.
Setbacks are part of the game.

Adversity ca…

BE Committed – Not Just in Words, but in Action

For Sales Leaders Everywhere

June’s Sales BE Series focused on one of the most misunderstood and under-practiced concepts in sales: commitment. Not the kind we talk about, but the kind we demonstrate through action—especially when it gets hard.

Commitment Means Doing, Not Just Saying

We’ve all heard the phrases: “Sell yourself,” “The customer is always right,” “They’ll come back if they’re interested.” But do your actions align with the outcome…

This month’s theme is Being Committed, and our focus is on how to Secure the Sale or Schedule the Next Step.

This is the step where all your earlier efforts come together. It’s the culmination of the entire sales process—and it depends on your ability to confidently lead each conversation toward a clear result.

This week, we're looking at: Being committed to producing an outcome.

Achieving an intended outcome begins with exactly that—intention.
Start with the end in mind and direct your action…

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…