by Diane | Jun 3, 2019 | Sales Training
At the young age of 16, I read a book that forever changed my life. Written a 100 years ago, “I Dare YOU” preaches a life of balance. William Danforth was a man well ahead of his time. His writing is corny, written for an early 20th century audience. ...
by Diane | Mar 27, 2017 | Sales Training, Uncategorized
Just had a call from a prospect asking me if I could help develop a script for his sales team. We spent time discussing exactly what it was he was looking to accomplish. He wants to arm his team with a complete description of all their products’ features. YIKES!...
by Diane | Jan 18, 2017 | Sales Training
The New Year is the Dawn of New Opportunities! Back from a perfect vacation in Cabo; it’s time to finesse and re-evaluate my business goals for 2017. I pulled out my notes from fourth quarter and proceeded to go through my “normal” process. Perhaps I still have Cabo...
by Diane | Dec 1, 2016 | Sales Training
This Book is a Must Read Although this book is over a year old, it still is creating buzz in sales circles. So many of us grew up on the SPIN or Consultative Selling. The authors researched to see who the top of the top performers are and as a result, ask sales people...
by Diane | May 29, 2014 | Sales Training
Last Fall when you were forecasting your 2014 revenue goals, the economy was turning around filling us all with optimism. Are you where you want to be? We know a high achiever will say “no” even if you are meeting your goals; there’s always more...
by Diane | Feb 26, 2013 | Sales Training
One of my favorite tenets of sales is following your footsteps backwards through the snow. This goes back to my childhood when my best friend Amy and I would make a full day of dancing through unmarked snow. We would make fresh prints, then walk backwards through the...
