Category Archives: Presentation

How you present yourself

Sometimes what you love hurts you…

This is a personal post.

Today, I was playing with my puppy. He has this lovely way to wake me up. (He is a 65-pound Labrador Retriever). Here’s what he does. He jumps on the bed and lays COMPLETELY on top of me and puts his nose in my face. I love it!

Today, we were wrestling around…and his back feet fell off the bed. He scrambled to secure himself…(you can picture it, right?) Front claws flying he dug in to anything that was solid…which included my left eye socket. WHOA!

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Right away, I knew something was wrong. Yet, I had NO IDEA how wrong it might be.

I was bleeding. From my eye!

Tom took me to the ER. (I love him). I was a mess. I wasn’t a mess because of what had ACTUALLY happened. I was a mess because of what COULD HAVE HAPPENED!

Turns out, I didn’t even need stitches. They super-glued my eyelid to heal.

But, here’s what I had to deal with:

1) I value my looks and wonder if I could be successful as a de-formed woman – how deep is my commitment? What if he’d ripped my eyeball out?
2) I love my dog – this isn’t his fault. Sometimes the people we work with are just finding their own way and they hurt you, but they are not to be punished for it.
3) I am vain. I am judgemental. I look at the outside to determine if I want to be involved.
4) Tom was AMAZING with me, even though the entire hospital staff must have been looking at him like, “What did you do to her?”

How does this apply to sales or success? It doesn’t. Yet, it reminds me that I MUST DO SOMETHING NOW that is important. Risk it all. What we “think” we have, we don’t have. It can all turn on a dime!

Let’s go get WIGGY on what is important to us. Let’s remember WHO WE ACTUALLY are…in the face of anything.

Today, I was a scared, anxiety-ridden person — over scratches. I saw that I think my looks make me who I am! HA!

Now, I have to deal with that! This week, I am going to present to a Fortune 500 company…and I will do it, and I will be great. AND, I willl warn them that I look a little crazy.

Toooooo many lessons in this post. My favorite is…PUSH THE DOG TO THE FLOOR WHEN HE IS SCRAMBLING! Then, take THEM to the vet if need be. LOL.

Love your luck UP!

The Irreverent Sales Girl



I was asking my friend today why people care about what I have to say. I was very  interested because, truth be told, I am FATALLY FLAWED in ways I cannot even begin to count – and in many cases, still not willing to share! HA!

I am un-organized, I lack follow-through, I am sometimes extremely selfish and very stingy with my love. I’m pretty sure I am way behind all of you in success. I am a “preacher” and I lack the confidence to be vulnerable. It all keeps me very small.

Yet, there was something she said that hit the mark. She told me that I am INFECTIOUS! I love people. I love them NOW, in the moment. I never say never and I never give up – until it’s time to give up, of course.

INFECTIOIUS … she says. I can see that! I like to light other people’s fires and see them shine. I like to get excited about what I have to say and what you have to say. I like to say “yes” and let the chips fall where they may.

Today, I was on the phone with a company who is going to sign a contract with me. (I sell into Fortune 500 companies, as a rule…to set some context). When they told me that they were ready to move forward, I let out a tiny “yay” and said, “I’m jumping” (and I was – I was jumping in my office). This CRACKED THEM UP and they generously countered with…”as happy as you are, we are 10 times happier…this is going to solve our major problems”. It was a magical moment.

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So, I’m literally terrible at many many things. Yet, I am JUST LOVELY at one very important thing. I am INFECTIOUS!

The moral of the story is not that YOU need to be infectious (although, I suspect you are more than you know if you would simply let go from time-to-time). I think the moral of the story is BE WHO YOU REALLY ARE. Show your passion for what you love. The hardest one…BE VULNERABLE. If you have the time to watch this marvelous TED talk on being vulnerable…it will rock your world.

Today, I am VERY grateful for those of you who are engaged in the conversations I am having with you. I have few followers, but you are MIGHTY and interested and wildly INTERESTING.

That’s what matters to me.

Not hundreds of thousands of followers, but people who are really out to accomplish something and provide something even if they can’t see why or how…just ‘cuz they are called to do it. I am in a powerful community and I am grateful for you.

NOW.. Let’s go be INFECTIOUS. Are you in?

Why “Can I?” is such a bad habit

So often when we confront something we want to do … our first thought is “Can I?”

“Can I afford it?” “Can I physically handle it?” “Can I make it work with my schedule?”

I wonder where we learned this. Whose permission are we asking anyway? When we were kids were we so trained in learning to ask “Can I?” that it just STUCK!

WHAT IF we were trained to ask “How can I?”

“Hey, Mom! HOW CAN I get you to agree to have Nicky over for dinner tonight?”

“Hey, Teacher! HOW CAN I get an extra 15 minutes of recess today?”

“Hey, Dad. HOW CAN I get the family to Disneyland this summer?”

What would your life look like NOW if you were trained THAT WAY.

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Today, In invite you to pretend that you WERE trained that way. Like anything is possible, you’ve just got to find out how and don’t stop asking until you do! Maybe you’ll start by giving YOURSELF permission in the first place.


Today could be a MIRACLE DAY for you!

Love yourself UP!

The Irreverent Sales Girl

Four years ago, I lost an account….

In 2008, a valued customer packed up their bags and went singing down the road to work with another supplier.

It was a simply AWFUL experience. For some reason, their company decided it was time to re-evaluate all of their contracts and so they put our service into an evaluation process.

This customer LOVED us and we were doing a great job. But, our competition presented better than I did. When I de-briefed with my friends at the company later, they told me all of the magical things their new supplier could provide that I couldn’t. I listened. I was sad.

It wasn’t true. The new supplier couldn’t provide all they were promising and I knew it. And there wasn’t anything to say. The choice had been made.

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So, I said nothing to defend my position. I said nothing to them about the mis-information they were receiving.

I stayed in touch. I shared resources that might help. I kept them on my invitation list for Webinars with thought leaders that I knew they would enjoy. I met with them at conferences.

And, I waited.

Today, they’re BACK!!! The new supplier has not delivered and they missed us so much. It has been a joyful re-union all around.

And it’s because I kept my tongue when I wanted to scream!

If you’ve got the real deal – no matter what the product – and you KNOW you can deliver better, but they pick someone else. BE CLASSY. Hold your tongue. Be a resource. Wait.

And CELEBRATE the return!

Love your LIFE up!

The Irreverent Sales Girl


Remember, people want to be proud of their decisions!

This is an especially important message for people who sell products/services that require a lengthy contracting/procurement process.

Once your contact has said “yes” – YOUR JOB BECOMES EVEN MORE IMPORTANT.

This could apply to a person buying a fleet of construction vehicles from you all the way to a Mary Kay consultant booking a party with a hostess for two weeks in the future.

Here’s why your job becomes SO important.

Now, YOUR BUYER’S reputation and personal “brand” is on the line  –  which makes them VERY NERVOUS. In between the “yes” and the completed event (purchase, party, etc), they need to keep remembering that they made a great decision.

Throughout the entire process you want your buyer to feel GREAT about their decision.

Here are some tried and true ideas. Set up weekly calls with your buyer to give them tools that they can put in place NOW to help them hit the ground running when the contract is finally signed – or the event is happening.

Send CELEBRATION emails of victories that other clients are having by using your products/services. Send PR News Releases about your own company that put you in a positive light.

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Direct your buyer to resources on your website that they will find interesting –  possibly a blog post. Talk to them about the keynote speech that your CMO delivered at the latest conference.

Find ways to keep congratulating your buyer on making a great decision and you will have a happy ongoing relationship – fruitful with referrals, upsells, and trust.

Love ’em up!

The body electric!!!

Your body is the vehicle for transporting your fire and your joy around the planet!

It is the brain that houses the mind and your thoughts. It is your fingers that type your messages. It is the arms that hug your lover. It is the legs that move you to the next place. It is your eyes that see the beauty.

To consciously protect your fire and your joy, you MUST take stellar care of your body! My coach used to say – if you had a $5 million race horse, how would you care for it? What would you feed it? Who would you let hang around it? How much sleep and rest would it get? How much exercise? You get the picture!

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Plus, people like to work with hot and healthy people!!! Be one of those!!

Love your body up!

The Irreverent Sales Girl

Listen closely…this applies to YOU!

What you STAND for HAS to come first….the rest will follow.

Like Oz with his Dragon Cookies and his Excel Wizardry.

Like Kelly Hull with her legal expertise and her commitment to well-being.

Like Nicolle Hamilton and her commitment to curing cancer.

Like Mike Kunkle and his bringing REAL data to what drives sales results.

Like Beth Pfeffer overcoming serious physical ailment to guide the success of those who are broken down by physical limitations.

Like Desiree Adaway who has cracked the code for nonprofits to excel and make the most of for profit and heart-driven partners.

And many more of you — too many to mention.

If you are struggling in your success….look……is your STAND first? Or are you trying to sell something on top of something else (like you need to do your “job”)?

I live to EMPOWER salespeople (and I love having the rest of you as my community). That’s why I remain a cartoon character. There is no one to compare yourself to and come up lacking. I’m a fiction. I’m a muse. You can have your own muse.

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What do you STAND for? Go be THAT every day and the rest is cookies (right, Oz?) The path opens up in front of you!!!!

Love yourself up!

The Irreverent Sales Girl


Are you infectious?

People love to work with INFECTIOUS people.

INFECTIOUS people have high energy and a powerful commitment.

You do not need to be an extrovert to be INFECTIOUS.

But, you do need high energy and a powerful commitment.

To have high energy, you must be physically fit for endurance and stamina – and you must be able to monitor and direct your thoughts and your attitude. Face it, people like to work with attractive, positive people. Fit people are more attractive – they just are, no matter what you think about that. People who are strict with their thoughts and attitudes can pick JOY and positive attitudes (what else would you “pick”?).

Both of these things take a great deal of work and maintenance – education and relationship to reality (what’s REALLY happening, not your opinion about what’s happening).

Which is where the powerful commitment comes in.

The work isn’t easy, but if you do it…….success becomes that much easier!

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Love ’em up!

The Irreverent Sales Girl

Gentlemen prefer….

I learned the most interesting thing on a phone conference with Alex Mandossian the other day. He was interviewing the author, Dr. Ivan Misner about his new book “Business Networking and Sex” Great title, dontcha think?

Here’s one thing he found from his surveys:

Men prefer to talk about transactions.

Women prefer to spend time developing relationships.

(Those weren’t the only points made in the interview, the whole book sounds fascinating – great stories about men and women who are going above and beyond to successfully interact with each other).

How does this apply to your sales?

If you’re selling to a man – get to the point.

If you’re selling to a woman – spend some time creating common ground and nurturing a relationship before you start the sale.

Simplified information from a fascinating book.

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Love ’em up the way THEY want to be loved up!

The Irreverent Sales Girl