karin surber

If you’ve had sustained success as a sales person, you can probably look back at your career and pinpoint one or two defining moments that moved you to the next level of credibility with your customers. These moments are different for everyone.  Maybe it was winning a huge deal against stiff competi…

When I started in my sales career many years ago, I didn’t have the luxury of an established client base or a robust CRM package that reminded me who to call. I didn’t have a marketer funneling leads to me or setting up appointments on my behalf. No, each day I came into the office and started “poun…

Last Saturday, I spent a few hours scouring department stores for “that just right pair of black flat shoes” needed for an upcoming networking event.  On the third stop, there was a large sign reading “Buy One – Get One Half Off”. Now, I didn’t NEED two new pairs of shoes, but after finding those bl…

Having worked in Sales for more than 18 years, I have learned that all sales professionals have a common need for recognition and motivation.   Only about 5-20 % of sales people are, “intrinsically motivated” meaning internally driven and not seekers of recognition, whereas 80 percent are “extrinsic…