Stop Being Ghosted: Mastering the Art of Sales Follow-Up That Gets Results
As a sales coach, it never ceases to amaze me how the same challenge can pop up for different people within a short span. Recently, the hot topic has been “ghosting.” What is Ghosting? It’s when a...
Turning Crisis into Opportunity: How Owning Your Mistakes Can Win You Future Business
Back in the Spring of 1988, I was working for Sony in government accounts, covering 14 Midwest states. I was then transferred to Washington, D.C., to handle clients like the White House, the Senate,...
Mastering Cold Calling: How Focused Industry Research Transforms Sales Success
Frank and Judy work for a software development company that specializes in creating custom solutions to solve business problems across various industries. With such versatility, every business is a...
Aligning for Success: How Finding Common Ground Can Drive Results and Growth
How Building Common Ground Leads to Sales Success At the conclusion of this story, you’ll see exactly how your participation in the BeenThere Sales Coaching Hour will deliver immense value to your...
Maximize Your Profits by Unlocking the Power of Existing Customers
Meet Kirsten Beck, an account manager at W.B. Mason Company Inc. who year after year crushes her numbers. What’s her secret? Kirsten knows that retaining customers isn't just about one-off...
Mid-Month Metrics: The Key to Hitting Your Monthly Sales Goals
The Pressure of the End-of-Month Sales Push As a salesperson—and especially as a sales manager—I often experienced the pressure, anxiety, and excitement that comes with the final days of the month....
Handling Objections – Clues for Closing the Sale
Writing Handling Objections - Clues for Closing the Sale has been a truly transformative experience, one that I will treasure for the rest of my life. With over 40 years of experience as a...
New Sales Managers: Elevate Your Leadership Through Listening
If you are in a leadership role—whether you are a Regional Sales Manager, Vice President of Sales, or hold any other title—this message is for you. Recently, during a guest appearance on The Find...
Onboarding New Salespeople Hoping The Will Be Successful Is Just a Dream
“Hoping” this will be successful, is just a dream Businesses hire salespeople to make sales. Businesses want sales so they can generate revenue. Businesses want revenue so they can pay their bills,...
Wanted! Large Sales Volume Every Week
I have led sales organizations and divisions in multiple companies. A common question from business owners and executives is, “Why do 80% of our sales come in the last days of the quarter or the...