Cold calling — It can seem like an old fashioned and inefficient task. I would imagine that most salespeople enjoy other contact points more than this one. So why do it? When it is used as one of the many methods to interact with customers, I find that there is value in cold calling. I have defined five steps that have helped me over the years put it to good use.

Like all sales tools, you apply it when it can show value in getting you to a specific result. Defining your goal should be your first step; lay out … Read the rest

When I regularly speak to other female sales reps around the country, I can’t help but recognize the real sense of optimism and momentum that has grown out of the connections among female reps in the profession. There is a collective excitement in our conversations as we share solutions to problems and act as sounding boards for each other as we work through common entrepreneurial issues. We also get to celebrate the unique ways we lead our companies and bring value to our principals and customers.

Independent manufacturers’ reps have a chance at leadership roles by becoming part of ownership. … Read the rest

We can all be very busy as we remain focused on the day-to-day activities of staying in front of our customers. From time to time, however, it’s important to perform activities that allow us to entertain alternate and new perspectives to what we are already doing well. The very exercise of moving out of your own bubble and connecting with similar but diverse organizations can put a shot into our growth and increase our value to the principals we represent.

This leads me to two questions that are asked and answered by Geri Stengel, founder of Ventureneer, in the article … Read the rest

In May of this year I participated in my first meeting as a member of the MANA Board of Directors. As the first female to occupy such a position in the association’s 70-year history, a number of thoughts went through my mind as I met with other Board members and MANA executives. The first thing was how gratifying it feels to give back to an organization that has given me so much. Also, how much I look forward to more women joining us at the table as we grow our association well into the future.

As we think about succession … Read the rest