Articles

Smokin’ Too Much Hopium (Reactive Hopium vs. Proactive Reality)

Smokin’ Too Much Hopium (Reactive Hopium vs. Proactive Reality)

It’s hot and steamy here in Atlantain the nineties with high humidity just about every day. Summertime is a great time, with longer days and fun in ...
Get Inspired – Become a Sales Olympian!

Get Inspired – Become a Sales Olympian!

The PyeongChang winter Olympic games are on the final stretch. It’s riveting to watch the drama of the Olympians pushing themselves to the ...
Solid Old School Tactics in a Technological World

Solid Old School Tactics in a Technological World

It’s extremely difficult to keep up with the latest technological innovations. In fact, it’s impossible. Things change too quickly. As ...
Avoiding the Shiny Ball SYNDROME

Avoiding the Shiny Ball SYNDROME

Article from Independent Dealer Magazine, August 2017 by Marisa Pensa.  Read Article
Summer’s Here Heat Up Your Prospecting Pipeline

Summer’s Here Heat Up Your Prospecting Pipeline

Summertime. Is there anything better? While we would love to spend these days vacationing — or golfing if you have that bug — there is ...
Turning Cold Calls into Warm Calls

Turning Cold Calls into Warm Calls

Article from Independent Dealer Magazine, June 2017 by Marisa Pensa. View Article
Revitalizing Your Sales Mojo

Revitalizing Your Sales Mojo

15 Tips to up your telephone sales game.  Article from Independent Dealer Magazine, April 2017 by Marisa Pensa.  Read Article
2016, It’s almost a wrap!

2016, It’s almost a wrap!

The holidays are upon us. There is still so much to do in these last days. In spite things being hectic, some say it’s the most wonderful time ...
Is Your Pipeline Worth a Gold Medal?

Is Your Pipeline Worth a Gold Medal?

It was an exciting two weeks with the Olympic games in full swing…the pure drama of watching exceptional athletes put all their effort into ...
Getting Customers to Take Your Calls

Getting Customers to Take Your Calls

Article from Independent Dealer Magazine, June 2016 by Marisa Pensa.  Read Article
Debating and Selling – It’s All in the Preparation!

Debating and Selling – It’s All in the Preparation!

As nerve-racking and crazy as the recent political debates have been, what I enjoy the most about them is the thought that goes into every question ...
What’s Your Recipe for Success?

What’s Your Recipe for Success?

When I was a child I loved helping my Grandmother bake cookies. She baked every Saturday morning and each week it was a different delicious kind: ...
Thought Triggers for Stalled Opportunities

Thought Triggers for Stalled Opportunities

Article from Independent Dealer Magazine, February 2016 by Marisa Pensa.  Read Article
Let’s Not Hibernate. Let’s Accelerate!!!

Let’s Not Hibernate. Let’s Accelerate!!!

This is the time of year when most salespeople start to wind down in anticipation of the holidays. It is almost like we go into hibernation mode ...
How Do We Get Prospects and Customers to DO What They SAY They Will Do?

How Do We Get Prospects and Customers to DO What They SAY They Will Do?

Article from Independent Dealer Magazine, December 2015 by Marisa Pensa.  Read Article
Time to Negotiate!

Time to Negotiate!

Negotiations – they’re a part of life. As salespeople, we need to be great negotiators to be successful. So how do we approach the ...
Etiquette Corner: It’s time to hit the links!

Etiquette Corner: It’s time to hit the links!

Well, it’s that time of year when the sun is shining and the golf clubs are swinging. If you get the opportunity to play in a company outing or ...
Avoiding the One-Hit-Wonder

Avoiding the One-Hit-Wonder

Article from Independent Dealer Magazine, July 2015 by Marisa Pensa.  Read Article
Etiquette Corner: Name Tag Etiquette

Etiquette Corner: Name Tag Etiquette

If you’re at a work event or tradeshow and find yourself pinning on, sticking on, or hanging a name tag over your head, here’s how to do ...
Time for a Check Up

Time for a Check Up

How often do you truly examine your own sales abilities? Maybe not often enough. So, take out your pens…it’s time for a simple quiz: No ...
Take the Sales Abilities Test

Take the Sales Abilities Test

How often do you you truly examine your own sales abilities? Article from Independent Dealer Magazine, March 2015 by Marisa Pensa.  Take the Test
Etiquette Corner: The Art of the Thank You Note

Etiquette Corner: The Art of the Thank You Note

After each first appointment with someone do you write a thank you note? Not an email — but a handwritten note — thanking them for the ...
Seven Tools to Keep Sharp in Your Toolbox

Seven Tools to Keep Sharp in Your Toolbox

So when was the last time you really looked at the tools you use to gain the edge against your competition? These are things that really tell people ...
Etiquette Corner: Phone Faux Pas – Forget about it!

Etiquette Corner: Phone Faux Pas – Forget about it!

Tell the truth. Have you ever inadvertently been rude on the phone? Even business people with the best manners have made mistakes here and there. ...
Your Phone…a small but Mighty Tool

Your Phone…a small but Mighty Tool

In today’s ever-changing business world, more is expected of us in less time, and the same is true of the people we sell to. Whether your role ...
Follow Up Skills Can Help You Gain a Competitive Advantage

Follow Up Skills Can Help You Gain a Competitive Advantage

Article from Independent Dealer Magazine, July 2014 by Marisa Pensa.  Read Article
Making the Most of a First IMPRESSION

Making the Most of a First IMPRESSION

Article from Independent Dealer Magazine, May 2014 by Marisa Pensa.   Read Article
WHICH IS BETTER: Emailing or Picking Up the Phone?

WHICH IS BETTER: Emailing or Picking Up the Phone?

Article from Independent Dealer Magazine, March 2014 by Marisa Pensa.  Read Article
Putting your Best Voice Forward

Putting your Best Voice Forward

Article from Independent Dealer Magazine, June 2014 by Marisa Pensa.  View Article