Author: Kassy Good

One of the first lessons I learned in sales was that customers buy confidence. I believed it for years. It made sense because every great salesperson I admired carried themselves with confidence. They spoke with conviction, answered questions quickly and always seemed to know exactly what to do next. Naturally, I assumed that if I...

Here is a true story that makes my heart ache. About 15 years ago I was targeting a particularly lucrative client that was ripe with endless opportunities. A unicorn. A white whale. A real humdinger of an account. Like always, I put my all into prospecting this account trying to find and meet the right...

Every salesperson has experienced it. You invest hours preparing, ask good questions, build a great relationship, present your proposal with confidence, and then…nothing. The prospect chooses someone else. Maybe they stop returning your calls altogether. Losing a sale is frustrating enough, but what happens next often determines whether you become a better salesperson or simply...

‘Lead where you are’. I remember hearing that once early in my career before I ever had any real titles or responsibilities. For some reason I knew what that meant, but I wouldn’t have been able to define that if someone asked me to. In fact, I can recall several times when I have given...

What is the number one reason why salespeople get a bad reputation? Sure, we’re not perfect, but most of the problems we create are caused by the things we say. Think of any salesperson you didn’t like either as a co-worker or a customer and chances are it will have something to do with what...

I wouldn’t say that I was a bad kid growing up, but I certainly got in my fair share of trouble. There were times when I broke something when no one was looking, or got in a squabble with one of my sisters, but I did everything in my power to build a case that...

Branding generally tends to be a function of marketing, which is something I agree with for the overall company. As salespeople, we need to align ourselves with the company’s brand so that customers can get a consistent experience. However, our individuality will eventually bubble up and oftentimes can become more prominent than the company brand....

  It doesn’t matter how often we say that it is not right to judge people because we will never stop doing it. It’s in our nature to make snap judgments about other people, albeit oftentimes too harshly, and we like to believe that we should accept people for who they are. I’m fine with...

I remember my first day at work in a new sales position that I was excited about. I wore a jacket and tie to the interview because I wanted to make sure I positioned myself as a professional, so on the first day of work, that is what I wore to work. No bait and...

Lately, I have become very sensitive to how professionalism is being adjusted in our business culture. I feel like there is an old man inside of me screaming, “Well, back in my day…” and honestly, I’m not really that old. But it seems that the concept of professionalism is constantly being watered down, and it’s...