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Sales Training & Leadership Development Videos

Video Library

Sell Like the CEO of Your Book of Business

Sell Like the CEO of Your Book of Business

Do you consider yourself an employee, or are you the CEO of your book of business? For this next set of videos, I'm covering how modern sellers are entrepreneurial. Entrepreneurs have the ability to envision, build, and scale a successful venture. Those same skills are critical to selling in today's business climate. Watch this to learn strategies sales professionals can use to grow your sales territory. read more

Pattern Busting for Better Sales Results

Pattern Busting for Better Sales Results

Our behavior patterns --or our habits-- are largely unconscious. Yet they’re so powerful that they either make or break our success. When we know our sales patterns, we can more effectively apply them, or know when we should short circuit them. It's all part of the dimension-- The Modern Seller is agile. Watch the video below. read more

3 Feedback Strategies to Drive Sales Agility

3 Feedback Strategies to Drive Sales Agility

Modern Sellers don’t hide from feedback. Performance conversations should be regular, expected happenings between a seller and leader. Those conversations are more forward-looking and drive better results. It's all part of the dimension-- The Modern Seller is agile. read more

Drive Sales Agility with Strategic Speed

Drive Sales Agility with Strategic Speed

Welcome back to the Modern Seller video series. Let's consider strategic speed as a factor in sales agility. Strategic speed can apply to almost any sales situation... achieving a goal, moving an opportunity forward, building a target market or launching a new product or service, or building a new skill. Watch this short video for tips on how to achieve strategic speed. read more

Sales Agility is Top 5 Sales Skill. Here’s How to Build It.

Sales Agility is Top 5 Sales Skill. Here’s How to Build It.

Welcome to the new Modern Seller video series. I'm back from a short blogging break, and am looking forward to sharing strategies that you can put into practice as either a sales professional or sales leader. This first theme is about building sales agility. Sales agility makes us more innovative, better able to accelerate opportunities, and reach our sales goals. One way sellers build agility is to fill in blind spots. I invite you to watch this short video to learn three practical strategies to help your clients overcome their blind spots. I'll be back with more tips next week. read more

Five Must-Watch TED Talks for Sales Professionals in 2019

Five Must-Watch TED Talks for Sales Professionals in 2019

What are you watching? According to Hubspot, 78% of people watch online videos every week, and 55% view online videos every day. You can make the most of your video consumption by creating a list of talks that can inspire your sales success. Two years ago, I shared a list of my favorite TED talks for sellers. Today, let’s look at this updated list. read more

Becoming an Ambassador: Are Your Clients 29 Percenters?

Becoming an Ambassador: Are Your Clients 29 Percenters?

Think for a moment about all the brands, products, and services you buy in a given day or week. Is there that one you would intentionally seek out, that one that you would go out of your way to buy, even if other options were available? If the answer is yes, then that company has created a sense of loyalty in you. Loyalty is what helps them to rise above everyone else in your decision-making process. How can you create more loyal clients? You must become an ambassador. I recently delved into this this topic on the Accounting Today blog, Voices, providing some information on industry trends, as well as skills that help set ambassadors apart from their competitors. read more

When a Sales Prospect Goes Cold… Know When to Walk Away

When a Sales Prospect Goes Cold… Know When to Walk Away

Building a better sales pipeline is a lot like that famous lyric from Kenny Rogers' The Gambler: “Know when to walk away, know when to run.” Through my years as a sales leader, I've learned that, despite our natural instinct as sellers to fight to win every sale, sometimes it's best to walk away when the prospect goes cold. In the February issue of Top Sales Magazine, I reflect on a recent situation where a prospect went cold, explore five reasons why it can happen even to the best of us, and share some strategies you can employ to tackle the challenges when they arise. read more

Your Best Investment: A Case for Lifelong Learning

Your Best Investment: A Case for Lifelong Learning

What are the secrets to longevity? After considering the traits of one very exceptional nonagenarian, I can boil it down to two things: self-care and lifelong learning. Today's post digs into the second of those two... what lifelong learning can do for us personally and professionally. It’s the best investment you can make. read more

What Distinguishes a Standout Seller…The Why or the How?

What Distinguishes a Standout Seller…The Why or the How?

Being in strategic selling, often I see sales conversations and the buying process get wrapped up in solution details way too early. I’ve done it too -- my mind running a million miles an hour, jumping into creating solutions before I know enough about the true problem or why it’s a priority today. When we jump into solutioning too early (the “how”), we risk losing prospect or client buy-in. We miss the opportunity to understand the “why” behind the interest. Why it matters to this person and the business. We might miss the opportunity to more creatively solve the challenge. So what distinguishes a standout seller? I share that on the blog and in a short video. read more

Stand Out in 2019

Stand Out in 2019

If you’ve been part of my community for a while, you might be familiar with my One Word Tradition. Each January, I land on the word that I want to live my year by, professional and personal. This year, it's "Standout." You can read more in this post, and watch my short video. As you start your 2019, I hope this gives you some ideas on creating One Word or a personal theme for yourself. When you reflect back, you might be surprised at how one word does make a difference for your path. read more

Accelerate Your Sales Results in 2019 with These Skillsets

Accelerate Your Sales Results in 2019 with These Skillsets

The last few days of the year provide the perfect time to reflect on what we’ve learned, and to lay the groundwork for an even more successful and productive new year. Of course, 2018 was the year I launched my book, The Modern Seller. Let’s take a look back at the five core dimensions of modern sellers: modern sellers are agile, entrepreneurial, holistic, social, and ambassadors. These five dimensions are the skillsets that modern sellers need to develop to sell more and increase their impact in the new sales economy. Throughout the fall I published a series of short videos to help introduce the dimensions to you. Now, I've compiled them into one, easy to reference resource page that you can find on my blog. Thanks again to all my clients, colleagues, partners and friends for being a part of my journey in 2018. I look forward to serving you in 2019. read more