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Sales

The Big Mistake People Make When They Negotiate

We were selling our house. The buyers wanted to play hardball negotiation. We had agreed on a price, but they wanted us to throw in lots of extras, furniture, the clay pots on our front porch, rugs. We were OK with all of it, until it came to the.

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My Opinion on Sheryl Sandberg

Lisa shares her opinion on the criticism that has circulated about Sheryl Sandberg.

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Should We Challenge Our Customers?

Lisa discusses the right way to interject challenging conversation in to your sales calls.

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Why Intellectual Buy-In Does Not Equate to Emotional Engagement

Lisa explains that touching peoples emotions is what will get them to act.

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Why People Attach Undue Significance to the Leaders Words

Lisa shares tips for leaders to remember when speaking around their teams.

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How to Close the Passion Gap: 3 Ways to Infuse Purpose

  We have a gap. A gap between what makes organizations successful and the way leaders traditionally manage business. A 2013 Deloitte survey revealed that: “Organizations that focus beyond profit and instill a strong sense of purpose among their employees are more likely to find long-term success.”   Yet.

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Do You Expect Your Sales People to Read Your Mind?

Lisa explains what the most effective form of communication is when it comes to sharing  your expectations with your sales team.

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The Great Sales Disconnect

Lisa discusses the great disconnect that is often found in companies between what they think they believe and what they actually reward their employees for.

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Why Sales Is Like Dating – Only More Expensive

Lisa explains that although less romantic, looking for a long-term relationship with your customers is often like dating.

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Should You Educate Your Customer?

Lisa defines the difference between educating your customers and connecting with your customers.

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