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In sales, you don’t treat people the way you want to be treated, you treat them the way they want to be treated.  

In this episode of Sales Fiction, my guest, Ali Cammelletti breaks down how you can take relationship building to the next level and in turn skyrocket your sales.   Ali has been an entrepreneur for 18 years extensive experience in relationship-building sales.  In her current business, Spark Your Mindset, she focuses on helping companies and individuals grow as leaders and sales professionals. 

If you’re not consistently building relationships, you’re leaving opportunity on the table and making things harder than they should be. 

In this episode, Ali and I talk about:

• The...

How can you use the power of questions to both coach your team to better results and help your team win more sales?  

Let me ask you something - how many questions did you ask today? 

How many questions did you ask in your last coaching session or sales conversation you had? How many questions did you ask versus statements you made?  If you are not asking more questions than you are sharing insights and telling people benefits, you are missing a huge opportunity.

When we ask someone a question, the brain by default wants to close the loop and answer it.    

Questions are the most powerful tool that you can use to influence others. Join me for this episode, where I share the four types of questions...

 If you or your sales team are responsible for revenue in your company, you know that sales goals and comp plans can have a huge impact on the profitability of the organization and the performance of your team members.  We all know that having a goal helps us achieve more than we would without it.   

How do you set goals in a way to motivate performance and create alignment so that everybody in the organization can rally around a shared goal that they are bought into and engaged with?

Join me for this episode, where I tackle the critical question of how to set goals that really motivate and how to align compensation strategies so that you can get the biggest bang for your buck and create true motivation from your...

When you lead a sales team giving feedback is a part of the job, but not all feedback is created or received equally by your team. Let’s face it, if your team members don’t hear and integrate the feedback you're giving, you might as well not give them any feedback at all.   

So how do you coach your team members so they grow without being a hardass?

In this episode of Sales Fiction, My guest, Megan Fries, shares powerful ways to give feedback so that it is received and sticks.  Megan is an organizational consultant and the principal and owner of Frenzy to Freedom.  She brings 20 years of experience from the for-profit sector in operations, business strategy, and financial strategy to...

When you want to set your team up for success and help them achieve their goals and quotas, sales training can seem like a really good investment.  The truth is most sales training is completely useless.  How many times have you or one of the members of your team attended a sales seminar, left feeling excited and motivated but then you get back to the office and nothing really changes?

Sales training simply isn’t effective most of the time. 

So what can you do to move the needle and help your sales team succeed?  Join me in this episode as I share the three things sales training must include in order to drive results for your company and your team. 

In this episode, I talk about:

• Sales training that is...

How do you engage and motivate your team to continually grow and succeed?

In this episode of Sales Fiction, My guest, Jennifer Cunnington, shares her insights and experiences around coaching a sales team to continuous success.  Jennifer is the Home Loan Sales Manager at STCU where she leads a team of mortgage lenders to serve their clients and referral partners with exceptional care. She’s a leader who walks the talks and empowers her team to solve problems for others. 

In this episode, Jennifer and I talk about:

• The importance of being a problem solver. 

• What to look for when hiring new team members.  

• How to engage and motivate your team.  

Plus much, much more.

Every day is a...

We finally made it to 2021! I’ve been thinking a lot about how COVID, and remote working changed the landscape of sales including the growing need to feel comfortable in front of a camera, utilizing technologies to engage with prospects and finding fun ways to meet with prospects in ways that are safe, interactive, and engaging.  

While a lot has changed, the fundamentals have remained the same including what you as a sales leader need to focus on to help set your team up for success.  In this episode, we are sharing what the top sales leaders are working with their teams on right now to help set them up for success in 2021 and beyond.  

In this episode, I talk about:

• Building confidence and competence on...

If you’ve been in sales for any length of time, you’ve probably been told to assume the sale to win the deal. But is it actually true?

This week I continue my conversation with Katelynn Togiai. She was chalked full of so much wisdom and insights that we couldn’t fit it all into one episode, including how assumptive selling could actually be costing you deals. 

Katelynn is the Corporate Director of Sales for Ignite Hotels. She manages sales for ten hotels across the northwest, works with multiple national brands and markets which requires her to stay flexible in order to find strategies that work for each individual 

In this episode, Katelynn and I talk about:

• How you can bridge the gap between sales...

How much time do you, and your team, spend qualifying your customers?

My guest, Katelynn Togiai, breaks down this crucial sales step and how it can help your team win more deals. 

Katelynn is the Corporate Director of Sales for Ignite Hotels. She manages sales for ten hotels across the northwest, works with multiple national brands and markets which requires her to stay flexible in order to find strategies that work for each individual 

In this episode, Katelynn and I talk about:

• Key lessons learned since COVID, including the importance of flexibility and open communication
• How building relationships with customers helps you to serve them better 
• Best practices for reaching out to potential customers.

Plus much, much...

When it comes to sales, you are the most important asset you have. 

Let’s face it, sales is tough. You are going to get rejected. You’re going to be outside your comfort zone. You’re going to hit your goals, but then have to start from scratch. Month after month. Quarter after quarter. Year after year.

It’s a sisyphean task.  And in order to succeed for the long term - you need to cultivate habits that will help.

In this episode of Sales Fiction, I highlight the top 3 habits that will help to show up healthy, happy, and ready to sell and serve your customers every single day.

Pay special attention to:

<2:50>  Why you can’t rely on willpower to succeed

<8:30>  How to pick and...