karin surber

Most of us think of the word “disruption” as being negative. For instance, we get a late night phone call and our sleep is disrupted. Or we’re driving home from work and hit a traffic jam and our commute is disrupted. Whenever we’re comfortable and have a common routine that gets interrupted, it mak…

Motivating Sales Teams:  5 Ways to Keep Your Sales Team Motivated Working in a sales role can be extremely gratifying when things are going well. But let’s face it, when you throw in a few customer issues, missed deals or product availability problems in the mix, things can go south quickly. Keeping…

Great leaders inspire us. They create exciting new visions. They push us to do things we might not have tried before. During times of crisis, they think and act creatively to solve problems. Leaders aren’t just needed in business but in all areas of life: family, friends, neighborhood, social circle…

Most of us get into the holiday spirit this time of year. Time spent with friends and family, gift giving and reflecting on our many blessings creates a positive glow for the majority. But that feeling of gratitude doesn’t have to start and end with the holidays. And it can have a really profound im…

The gift of education is the gift that keeps on giving. Getting your higher education degree is a critical element of success for most professionals these days. But education shouldn’t stop with your college experience. Ongoing training is also necessary to maintain your competitive edge. This is es…

As summer comes to a close, many of us have kids who are returning to school with shiny new shoes and eager smiles. After a few months off, their minds are ready for the new school year and are open to learning again. Or if you have a high-schooler like me, they may not be as eager and are counting…

Are you an open minded person sales professional? Most of you reading this will say “Yes, I am open minded” without really thinking through the question.  Now more than ever we live in a world that is constantly changing. Keeping an open mind with your customers, prospects and other stakeholders is…

Years ago I once read that a sale doesn’t happen until there is a transfer of energy from one party to another party. I believe this to be 100 percent true.  Your customer won’t buy from you unless they believe they or their company is going to benefit in some way. The prospect of that happening is…

Landing the first deal is just the beginning of the customer journey. Many sales professionals make the mistake of closing and immediately moving on to the next opportunity.  But once you’ve got your foot in the door of a new account, why abandon your newly found customer credibility when it can be…