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Simple Steps to Sharper Sales Performance
This month, we’re exploring what it means to BE a Student—committing to continuous learning to stay ahead.
This week: Consider simple solutions.
In this series, we explore elements of learning and being a student.
As an adult student, we may forego the simple lesson or solution because—well—because it seems too simple.
But here’s the truth: simple doesn’t mean easy.
While a concept or solution might appear simple, the application or action might be difficult. You can “get it” and still not be…
The Sales Skill You’re Probably Overlooking
This month, we’re exploring what it means to BE a Student—committing to continuous learning to stay ahead.
This week: Practice elevating your awareness.
This series continues with the spirit of curiosity and dancing in the unknown.
It’s understandable that our brains want to compartmentalize information in order to process it. When faced with something new, we instinctively move toward it or away from it.
Why Elevating Awareness Matters
Staying with elements of the Buddhist tradition, be th…
BE Quiet — The Power of Silence in Sales and Leadership
Silence. It’s rare in our world, and even rarer in sales. Yet in July’s BE Series, we explored how silence isn’t awkward—it’s powerful. Used well, silence builds trust, creates clarity, and moves conversations forward in ways that constant talking never can.
Here are the key lessons we uncovered about when—and how—to be quiet.
Be Quiet After You Ask a Question
Whether you’re asking a customer, “What are you planning to invest in your project?” or asking a sales consultant, “What part of the…
When It Doesn’t Work—Try This Instead
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…
What Buyers Feel (and What to Do About It)
This month, our theme is Being Committed—and we’re exploring how to Secure the Sale or Schedule the Next Step.
This is the step where results are realized. It’s the moment where all the effort and intention of the sales process comes together to create a clear next move—whether that’s a sale or a scheduled follow-up. It's about leading every interaction with purpose and confidence.
This week, we're focusing on: Being committed to the outcome versus attached to the outcome.
There’s a big diffe…
How to Lead Every Sale to a Clear Outcome
This month, we're diving into the theme of Being Committed—specifically how to Secure the Sale or Schedule the Next Step.
It’s all about gaining commitment from customers by confidently leading every interaction to a clear outcome. This step is where the results of the sales process and interaction occur. It’s the culmination of all previous actions—bringing everything together to drive the sales conversation toward a sale… or at the very least, an appointment.
This week, we’re focusing on: Be…
Don’t Convince—Guide. Here’s How
This month, we’re exploring how to BEING Brave in sales—by meeting objections with curiosity, presence, and compassion. This week, we’re talking about: BE Brave – and informative. What options will satisfy them?
This is where it gets tricky.
This is not the time to unload everything you know about the product or service in an attempt to overcome their concern. It’s not the time to drown them in data, hoping to prove their concern wrong—no matter how well-intentioned that might be.
This is the…
Being Scheduled: The Power of Appointments in Sales
For sales professionals everywhere
Being scheduled takes organization and structure to the next level. It’s about more than just having a to-do list—it’s about placing actions in time where they need to happen for both you and your clients.
When you schedule appointments, you create commitment, clarity, and momentum. You take control of the process instead of leaving follow-ups and next steps to chance. Appointments are an agreement between you and your client—a commitment to progress.
Why Sc…
Being Structured: The Support System for Success
For sales professionals everywhere
Being structured is about setting up systems that support action—so that what needs to happen actually happens. Structure isn’t limiting; it’s a foundation for success.
Think of a bridge—it provides support, stability, and a clear path forward. A calendar does the same for your time. A checklist keeps you on track. Without structure, even the best intentions can fall apart.
Why Structure is Essential
Some people resist structure because they associate it wi…
Being Organized: A Mindset for Efficiency
For sales professionals everywhere
Being organized isn’t about perfection—it’s about efficiency. Christina Scalize said it best: "Organizing isn’t about perfection; it’s about efficiency, reducing stress and clutter, saving time and money, and improving your overall quality of life."
At its core, being organized is a mindset. It’s about sorting data, actions, and tasks into meaningful categories, allowing you to work smarter, not harder. And the best part? There’s no single "right" way to do i…
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