Shows
The Sales Advantage PodcastWhat Law Enforcement Taught Me About Sales, Trust, And Follow-Through With Derek GrootersToday’s episode of The Sales Advantage Podcast is a personal one for me. I’m welcoming my husband, Derek Grooters, as my guest—not just because he’s my favorite person, but because his journey into sales offers powerful lessons for anyone selling today.Derek has spent 23 years in law enforcement as a police sergeant, building trust, asking the right questions, and leading with integrity. More recently, he stepped into a part-time sales role selling police vehicles to police departments for ESU Pursuits, a completely different world on the surface, but one that relies on many of the s...
2025-12-2322 min
The Sales Advantage PodcastWhy Balance is Your Secret Sales Strategy for 2026Feeling exhausted, scattered, or disconnected from the work you used to love? In this episode of the Inside Gift & Home Podcast, host Dawn Grooters breaks down the hidden impact of sales burnout—and how finding balance can reignite your energy, focus, and creativity.You’ll learn the physical, mental, and emotional signs of burnout that often sneak up on sales reps, why “pushing through” only makes it worse, and how a hybrid sales strategy help maintain a balance and renewed motivation. Discover how combining inside sales systems with strategic travel helps you connect with mor...
2025-11-1810 min
REDEEM Her Time | Christian Time Management, Business Productivity, Time Management Daily Planner, Time Management Coaching355 | How to Sell More and NOT Feel Sales-y, feat. Dawn GrootersDoes the word sales make you cringe a little? You’re not alone. Most of us don’t want to come across as pushy, slimy, or “sales-y.” But here’s the truth—if you’re not making sales, you’re not in business.In today’s conversation, I’m joined by Dawn Grooters—sales expert, speaker, and founder of Broken Vessel Sales. With over 20 years of experience in relationship-driven B2B sales, Dawn has equipped countless sales professionals and business owners to stop burning out, sell smarter, and build lasting customer relationships.We’re talkin...
2025-09-2539 min
The Sales Advantage PodcastBalancing Service and Sales: How to Build Trust and Still Grow Your BusinessWhen you’re bogged down with customer service issues, it can feel impossible to also focus on sales. But here’s the truth: great service and strong sales go hand-in-hand.In this episode of Inside Gift & Home, I share how vendors and sales reps in the gift and home industry can turn customer service calls into sales opportunities—without being pushy. You’ll learn how to build trust and loyalty with your retailers while still keeping sales momentum strong, even during busy or stressful seasons.You'll hear practical tips for:✅ Hand...
2025-09-1607 min
Call Her Profitable | Faith-Led Business, Spirit-Led Success for Christian Women Entrepreneurs and Surrendered LivingWhat Sales Really Is and How Christian Women Can Approach It with Confidence with Dawn GrootersSales doesn’t have to feel icky or overwhelming. In this episode of Call Her Profitable, I sit down with Dawn Grooters of Broken Vessel to talk about what sales really is, why it matters for your business, and how to approach it with confidence and faith.
Dawn shares her journey of loss, faith, and resilience that shaped her sales career, plus practical encouragement for overcoming fear of rejection, building relationships, and keeping God at the center of your business. If you’ve ever wondered how to sell without burnout—or if you even can sell as a Chri...
2025-09-1057 min
The B2B BRAND180 Podcast with Linda FanarasMastering B2B Relationship Selling with Dawn Grooters, Inside & Hybrid Sales ProfessionalIn this episode of the B2B Brand180 Podcast, Linda interviews Dawn Grooters, a business development expert with 20 years of B2B sales experience. Dawn shares her journey from top-performing field rep to inside sales leader, and how she developed a hybrid sales approach that blends the best of both worlds.They explore the benefits and challenges of internal vs. external sales teams, and how B2B companies can scale their sales efforts effectively. Dawn also introduces her Hybrid Sales Advantage training program, offering strategies that combine field and inside sales techniques.The conversation covers...
2025-09-0818 min
The Sales Advantage PodcastTwo Paths, One Choice: Shift Your Sales Mindset to Escape the OverwhelmAre you stuck in the same sales routine, spinning your wheels, and feeling overwhelmed by all the follow-ups, shows, and daily chaos? In this powerful episode of Inside Gift & Home, I invite you to explore two paths:🚪 One keeps you in the old way of doing sales—familiar, but exhausting.🚀 The other introduces a simple mindset shift and a proven method to bring clarity, relief, and new momentum.You’ll learn:Why so many gift & home pros stay stuck in reactive sales modesHow to shi...
2025-08-0506 min
The Sales Advantage PodcastThe Top 5 CRM Mistakes Gift & Home Companies Make (And How to Avoid Them)Still managing your customer relationships with sticky notes, spreadsheets, and good intentions? You’re not alone—but it might be costing you more than you think.In this episode of Inside Gift & Home, Dawn breaks down the top five CRM mistakes she sees reps, agencies, and vendors make—and how to fix them before they sabotage your sales.You’ll learn:🚫 Why “not using a CRM at all” is the #1 mistake holding back growth💡 The difference between storing data and building strategy🔁 How to create a system that works for your follow-ups...
2025-07-2208 min
The Sales Advantage PodcastHubSpot 101 for the Gift & Home Industry: What It Is, What It Does, and How We HelpFeeling overwhelmed trying to keep up with customer follow-ups, show notes, or tracking reorders? You’re not alone—and you don’t have to keep juggling it all manually. In this episode of Inside Gift & Home, I break down exactly what a CRM is, why it’s a game-changer for reps, agencies, and vendors in the gift & home space, and how it can simplify your entire sales process.You’ll learn:What a CRM actually does (in plain English)Why HubSpot is a great fit for relationship-based sellingHow Broken Vessel and Core E...
2025-07-1507 min
The Sales Advantage PodcastSimplifying HubSpot for the Gift & Home Industry: A Conversation with Bethany Turner of Core ElementsIn this special episode of Inside Gift & Home, Dawn sits down with Bethany Turner, Sales & Marketing Manager at Core Elements, to talk about how a CRM is evolving inside the gift & home industry—and how they are helping companies make the leap.Bethany shares how Core Elements became a HubSpot Solutions Provider, why they chose HubSpot over other platforms, and how they’re partnering with Broken Vessel Sales Solutions to bring CRM strategy, training, and tools to vendors, agencies, and reps across the industry.Together, we cover:Bethany’s jour...
2025-07-0835 min
Uncopyable Women in BusinessEpisode 156 | Fun Facts with Dawn GrootersSend a textIn this episode, get ready to hear Dawn Grooter's answers to the same five questions I ask every guest: What did you want to be when you grew up? What’s something you want to do that you haven't yet? What's something you like about yourself?What's something about yourself you'd like to change?What's your favorite vacation spot?About Dawn Grooters:Dawn Grooters is the founder of Broken Vessel Sales Solutions, a company specializing in relationship-based inside sales for the gift and home indus...
2025-07-0505 minUncopyable Women in BusinessEpisode 155 | Tragedy Leads to a New Focus and Exciting Career - Dawn GrootersSend us a textWhen life forces a change you never saw coming, you have two choices: resist it or reshape your life around it. That’s exactly what this week’s guest, Dawn Grooters, did—and what she helps others do, too.In our conversation, Dawn shares how she rebuilt her career with intention, empathy, and heart. She offers practical insights on how to build rapport over the phone, serve customers without burnout, and grow a business from a place of purpose—not pressure.We also talk about what it means to...
2025-07-0227 min
The Sales Advantage PodcastThe Regrets of a Road Rep: What I Wish I Knew SoonerIn this vulnerable episode of Inside Gift & Home, I open up about some of the deepest regrets I carry from her years as a road rep—moments where the pressure to perform and the need to be “always available” came at a heartbreaking cost. From taking vendor calls during labor to missing out on precious time with her children—including a tragic moment she’ll never forget—this is a personal story. But it’s not just about regret. It’s about redemption, purpose, the lessons learned along the way. and the passion to help others. If you’re burn...
2025-06-1010 min
The Sales Advantage PodcastHate Phone Calls? Gain ConfidenceDo you dread picking up the phone? You're not alone. In this episode of Inside Gift & Home, Dawn tackles one of the most common pain points in sales: phone anxiety. Whether you're afraid of bothering your buyers, unsure what to say, or feel like you just don’t have time—this episode will help you move from avoidance to confidence.You’ll hear how a real-life sales rep changed to making more calls, relatable struggles sales reps face, and practical tips to help you:Overcome the fe...
2025-05-2008 min
The Sales Advantage PodcastWhy Your Reorders Are Slipping Through the CracksAre reorders mysteriously drying up — even though your products and relationships are strong? You’re not alone. In this episode of Inside Gift & Home, host Dawn Grooters uncovers why reorders are slipping through the cracks for so many vendors and sales reps — and how just a few small, strategic follow-ups can bring those orders back.You’ll learn:The surprising stats behind how many follow-ups it really takesWhy relying on memory or good intentions isn't enoughSimple systems that help reps stay relational and consistentReal-life results from bra...
2025-05-1307 min
The Sales Advantage PodcastBooked & Ready Trade Show AppointmentsIf you’ve ever shown up to a trade show hoping walk-ins would save the day, this episode is for you. Dawn shares a proven approach to scheduling appointments with buyers that removes the guesswork and puts you back in control even during uncertain times. If you know who is attending market and who is not, this helps you plan your sales approach during critical buying times. Inside this episode, you'll learn:✅ When to start booking (hint: it’s earlier than you think)✅ How to identify...
2025-05-0608 min
The Sales Advantage PodcastThe Mindset Shift to Make Right NowWhen sales slow down or uncertainty rises—like the current buzz around tariffs—it’s easy to feel stuck, anxious, or reactive. But what if the real breakthrough comes from your mindset? In this episode, Dawn unpacks the single most powerful shift we can make right now to stay focused, productive, and confident—no matter what’s happening in the market. You’ll learn how to move from “I don't know what to do” to moving forward, even in seasons of uncertainty. You'll also hear about how communicating with your customers is so important.
2025-04-2906 min
The Sales Advantage PodcastMaximizing Your Territory Without Adding More MilesAre you a sales rep who’s tired of living out of your car, running nonstop, and still feeling like you’re falling behind? You’re not alone—and you don’t have to keep doing it this way. In this episode, I share practical, proven strategies to help you connect with more customers in less time without adding more miles to your week. Learn how to segment your territory more strategically, adopt hybrid sales techniques, and build a weekly rhythm that protects your energy and boosts your results. Real-life examples, data-backed insights, and a whole lo...
2025-04-1510 min
The Sales Advantage PodcastShifting your Mindset to the Value You ProvideSales can be tough, but staying stuck in a negative mindset only creates more barriers between you and your customers.
So how can you shift your mindset?
In this episode of the Inside Gift & Home Podcast, we explore the power of shifting your mindset from negativity to providing real value to your customers.
Dawn shares why focusing on value creation—not just sales—can transform your approach, making you more persistent, focused, and ultimately, a better resource for your clients.
Discover practical strategies for overcoming negativity, enhancing your customer relationships, and stay...
2024-11-1207 min
The Sales Advantage PodcastLessons from 5 years in BusinessIn this special episode of Inside Gift & Home, Dawn Grooters celebrates the 5-year milestone of her business, Broken Vessel Sales Solutions.
Dawn reflects on the journey, from taking the first step to launch her business in 2019, and the journey it took to celebrate 5 years.
With raw honesty and heartfelt insights, she shares eight valuable lessons she's learned along the way—from embracing hard things and making sacrifices to staying consistent, and learning to be okay with failure. Whether you're just starting your business, several years in, or even thinking about taking the leap, this episode is...
2024-10-2210 min
The Sales Advantage PodcastHandling Seasonal Sales FluctuationsReady for a busy sales season after coming off a slow sales season?
What did you do in the slow time to prepare for this upcoming busy season?
In this episode of Inside Gift & Home, we tackle the challenge of managing seasonal sales spikes and slumps in the Gift & Home industry. From preparing for busy periods to making the most of slow seasons, Dawn shares actionable strategies to help wholesale vendors and sales reps stay ahead of the curve year-round.
Learn how to optimize inventory, engage dormant customers, and keep your sales team...
2024-10-0108 min
The Sales Advantage PodcastOutsource vs InsourceOutsourcing is a major part of our business in the Gift & Home Industry. Have you considered it or do you look internally to your team to take on projects and tasks that may be better suited for an outsourced resource. In this week's episode I am digging a little deeper into outsourcing and insourcing. There are things to consider as well as pros and cons of each when deciding between outsourcing versus insourcing. You get it all in this episode. Take a listen to learn more and check out Broken Vessel Sales outsourced services at www.brokenvesselsales.com.
2024-06-1107 min
The Sales Advantage PodcastReps are Local too with Angela SchmookReps are local too. Have you heard about this initiative? It started from a conversation that led to a wildfire. This initiative is designed to support the local sales rep. In this week's episode of Inside Gift & Home, listen in on my conversation with Angela Schmook of Road Runners, who helped get this movement off the ground. Angela gives you all the details about how this initiative started, why it is important and how everyone can get involved in tangible ways to move this initiative forward. You can get connected with Reps Are Local Too on social media or...
2024-06-0420 min
The Sales Advantage PodcastSee Sales Management Differently with Sara Enzbrenner & Emma SorensonTeam work makes the dream work. In this week's episode, you will hear from two friends with different sales management styles that want to help make a difference with vendors and support sales reps. Sara and Emma started See Sales Management to help vendors focus on the of the most important parts of their business, their sales. And sales reps play a major role in sales growth, and many times sales reps don't get the attention of sales managers that they deserve. See Sales Management intends to change that. Take a listen to this fun and engaging episode to...
2024-05-2826 min
The Sales Advantage PodcastEncouragement for Your JourneyDo you ever look at another person's journey and think "oh, I wish I was there" or "wow, I am way ahead of them." Either way, you are paying too much attention to someone else's journey. We can appreciate another person's journey, but in this week's episode of Inside Gift & Home, I want to encourage you on your journey. Right where you are now. Your journey is unique, full of twists and turns, and right on time. Take a listen to gain some encouragement for your week.
2024-05-2106 min
The Sales Advantage PodcastRoad Rep to Inside Sales with Lisa CarikDo you think it is possible to go from being a road rep to inside sales and still have success? Or do you listen to the skeptics who say they can't. Well, in this week's episode of Inside Gift & Home you will hear from Lisa Carik who was a successful road rep for over 18 years and is now a successful inside sales specialist. Her perspective is unique and she shares what she misses about being on the road and why she decided to move to inside sales. If you have ever wondered, can I do that, take a listen.
2024-05-1413 min
The Sales Advantage PodcastRemote or Not!
Should my inside sales team work in the office or remote? Are you wondering that same thing? And are you
wondering what are the pros and cons are for each option? In this week’s
episode you will learn the pros and cons of and what factors do you need to focus
on for your inside sales team whether they work remote or not.
2024-05-0707 min
The Sales Advantage PodcastYour Unique StoryWe all have a story, whether we like our story or we don’t like it, we have a story. If you story is marked by success or marked by heartbreak and everything in between, your unique story can impact others. Your story helps you relate to your customers and the people you encounter. Don’t be afraid to share your story. In this week’s episode,
I want to encourage you to share your story because you are uniquely qualified to help someone with you story.
2024-04-3005 min
The Sales Advantage PodcastConsistency is My SuperpowerDo you want to know what my superpower is? No, it’s not anything flashy like flying or teleporting! My superpower is consistency. Sounds kind of boring, right?!? But is it not! In this week’s episode of Inside Gift & Home, I share how I discovered this superpower from a difficult situation, and why it works to build relationships and accomplish big or small goals.
Love this episode? Be sure to subscribe to the Inside Gift & Home show on Apple or Spotify and give us a 5 star rating.
If you want to get connected with Dawn Gr...
2024-04-2306 min
The Sales Advantage PodcastPace for the ChaseAre you good at pacing yourself for the chase? Do you just go all out and then wind up exhausted? You want to achieve your goals. You want to work hard but how do you do that without getting burnout. In this week’s episode learn about one of our most utilized resources in this business to pace ourselves so we don’t get exhausted from the chase. And learn how a pair of cardinals made me think a little deeper about CRMs. If you want to learn more about Hubspot, check out my website.
2024-04-1606 min
The Sales Advantage PodcastCircle BackAre you aware of your customers' current order needs? Even if they placed orders back in January, it's essential to know if they require a reorder at this time. Circle back with customers to provide valuable insights into their current requirements and ensures their needs are met. Customer situations can evolve rapidly, underscoring the importance of proactive communication. Failure to reach out means potentially missing out on orders. In this week's episode of Inside Gift & Home, we share into current customer feedback and highlight key contacts you should reconnect with. Enjoy this brief yet impactful episode.
2024-04-0904 min
The Sales Advantage PodcastLean Into Your StrengthsAre you throwing spaghetti at the wall to see what sticks? When all else fails, we lean into our strengths! It's what we are good at because we have taken the time to practice our talents. And our unique blend of strengths set us apart from other people. In this week's episode of Inside Gift & Home, we are talking about leaning into our strengths because that creates a powerful foundation and leaves room for us to improve on our weaknesses.
2024-04-0206 min
The Sales Advantage PodcastEmbracing Weakness: A Path to GrowthDo you want to grow? Really grow? Would you be surprised to hear that your weakness is where you can expect to find the most amount of growth? Not focusing on your strengths but improving your weaknesses. By identifying our weaknesses and working to improve them creates a stronger foundation for growth and resilience. In this week's episode of Inside Gift & Home, we talk about how embracing your weaknesses is the path to growth. It is not easy but well worth it!
2024-03-2606 min
The Sales Advantage PodcastThis One QuestionIt's not easy making decisions especially when fear keeps rearing its ugly head. Fear can indeed be a complex emotion, sometimes serving as a protective instinct and at other times acting as a barrier to progress. In this week's episode of Inside Gift & Home, I am sharing this one question that I started asking myself when I am making decisions so I can determine if the fear I am feeling is there to protect me or is there to hold me back from opportunities that could make a good impact. I am also sharing a story with you of a t...
2024-03-1906 min
The Sales Advantage PodcastKey Account Success with Michelle ManninghamKey Accounts. Brands know they want them to drive brand awareness, but it is difficult to crack the code of successful partnership without over-saturation and alienating independent retailers. There is a delicate balance, and key account management is essential. In this week's episode of Inside Gift & Home, my guest is Michelle Manningham. Michelle is the owner of Pink & Associates and has helped brands in our industry open over 62,000+ doors. Michelle takes a genuine and simplified approach to key account development and management with her brands and buyers. Michelle shares her tips and tricks that will help you cut through...
2024-03-1229 min
The Sales Advantage PodcastLearn about GSMASometimes as entrepreneurs and sales managers, it can be really hard managing all the things you have to do. So wouldn't it be great to be part of a community that knows what you are going through and is willing to offer ways to help. That's exactly what GSMA is all about. A community of sales managers and entrepreneurs in the Home & Gift Industry that help each other. In this week's episode of Inside Gift & Home, you get to learn about GSMA from its president, Richard Freeman. Richard shares about his journey in the Gift & Home industry and the i...
2024-03-0525 min
The Sales Advantage PodcastClosing the GapWhen you are running around and chasing customers and sales, because customers won't meet with you or take your calls, then you have to take a different approach. It starts with closing the gap. In this week's episode of Inside Gift & Home, we are talking about closing the gap with your communication and sales in order to close the gap with your customers. It does take work and some heavy lifting but you will close the gap between you and your customers and lay a good foundation in the process.
2024-02-2708 min
The Sales Advantage PodcastCall & Find OutIf you are wondering what is going on with your customers, then call and ask. You can send emails, but you don’t gain the same information as you would if you called your customers. Whether you are considering a hybrid sales approach or just want to learn more about your customers to help with product planning, you will be encouraged to call and find out. In this week's episode of Inside Gift & Home, we are talking about how and why you would want to call your customers. We also talk about questions you can ask yourself and how to ov...
2024-02-2008 min
The Sales Advantage PodcastHybrid: Today's Sales ApproachCalling all sales reps!! You have shared with me the challenges you face, and I understand the frustration you express. These last few years your customer's preferences have changed, and your vendors' needs and expectations challenge you. You want to do the best job you can, but it seems like you can't do enough. You don't need to be stuck here; there is a better way. In this week's episode of Inside Gift & Home I want you to think about leveraging your sales rep expertise with inside sales techniques and strategies to utilize a hybrid sales approach. You can...
2024-02-1311 min
The Sales Advantage PodcastBreak Down to Build UpTired of trying so hard, and doing everything but still not achieving your goals? Especially when in the past achieving sales goals seemed so much easier? Well, now is the time you have to work harder and be more strategic to achieve your goals. So have you thought about breaking down your goals and then using activity to build up to your goals? In this week's episode, I am sharing 6 steps to break down goals and build up activity to achieve those goals. Let's break it down to build it up! And if inside sales is an activity you...
2024-02-0609 min
The Sales Advantage PodcastSupporting Sales RepsDo you know the best way to work with your sales reps? We know how valuable they are to many retailers and wholesale vendors, and as the industry changes, how do you support your sales reps? Get ready to uncover the inner workings of sales teams, by learning how to leverage your relationship with your sales reps. In this episode of Inside Gift & Home, I have a great conversation exploring what truly drives sales reps to excel, how they operate most effectively, and what motivates them to achieve their goals. Our special guest, Angela Schmook, Vice President of Marketing & O...
2024-01-3019 min
The Sales Advantage PodcastHow to Follow-UpIn this episode of Inside Gift & Home, we delve into the often underestimated but crucial aspect of effective communication – follow-up. Have you ever experienced someone remembering and asking about a significant aspect of your life that you shared with them earlier? That's the power of follow-up, and it's a gesture that conveys care and consideration.
I'm sharing insights into why follow-up is essential in both personal and professional relationships. In the bustling 24/7 world we live in, it's easy for follow-up to slip through the cracks, but it's a priority that shouldn't be overlooked. Follow-up de...
2024-01-2307 min
The Sales Advantage PodcastFormula for SalesIf 1 + 1 = 2, then what formula would you use to generate sales? There are so many calculations and formulas you can use to calculate increase and decrease of sales, forecasting and commissions, but what about a formula to use to generate sales? Well, in this week's episode of Inside Gift & Home, I am sharing with you my formula to generate sales and more about each of the components included in the formula. The formula is (Customers + Connection) * (Product + Price) = SALES. Take a listen to this episode to make sure you are not missing something when you are selling to your customers. If...
2024-01-1704 min
The Sales Advantage PodcastShow Mode, Go!It's January show time! Does that make you excited and are you ready to maximize your time and efforts at trade shows? The focus on trade shows tends to be conducting a lot of business and connecting with customers, and that should be the primary focus. In this week's episode of Inside Gift & Home, I want to share 3 important trade show topics that will help your professional career, now and for years to come: networking, organization, and education. So take a listen for some tips on each of these topics and come home from the show gaining new network...
2024-01-0909 min
The Sales Advantage PodcastLearn more about GHTA with Bob WatsonIn the Gift & Home Industry, how do you get connected, get educated, and find resources specific to the industry? Well, did you know that is the goal for the Gift & Home Trade Association (GHTA). As a member of GHTA, you can network with other industry professionals, participate in educational webinars and gain resources and information to facilitate growth in your profession. In this week's episode of Inside Gift & Home, listen in on my interview with Bob Watson, Chairman of GHTA, as he shares about his journey inside the industry and his work and passion for GHTA. You can learn...
2024-01-0227 min
The Sales Advantage PodcastDo I need a sales rep?One of the oldest and most profitable sales channels in our industry is sales reps. Brands with the most longevity in the industry will tell you that. But as new brands enter the industry and other sales channels emerge, vendors are left asking do I need sales reps? In this week's episode we explore what sales reps bring to the industry, and how they can be the uniting factor between retailers and vendors as well as create strategies that trickle into other sales channels. It is not a matter of if you need sales reps, it is a matter...
2023-12-2614 min
The Sales Advantage PodcastHow does inside sales fit in?Do you have a missing piece of the sales puzzle? If you have one or many sales channels and still missing the right piece of the puzzle, inside sales compliments all your other sales channels. But are you wondering how inside sales fits right in? In this week's episode of Inside Gift & Home, we are talking about how inside sales works with wholesale vendors, sales reps and retailers. After you listen to this episode, sign up for the Inside Sales Advantage waitlist by going to www.brokenvesselsales.com/waitlist. If you love this episode, please subscribe to this podcast...
2023-12-1910 min
The Sales Advantage PodcastHow can websites work for everyone?Browsing, clicking, and shopping! Most of us do it! Maybe it's on our favorite boutique website or it's ordering groceries because we simply don't have time to grocery shop. So we browse the websites, click the "add to cart" button, and then checkout. So, if we are doing that on the consumer side, retailers should be able to do the same thing when they are placing orders with wholesale vendors. Wholesale websites have become an important sales channel for vendors as they balance meeting the needs of many retailers and equipping the sales reps with a useful sales tool...
2023-12-1208 min
The Sales Advantage PodcastIs Faire fair?Agree or not agree, but is Faire fair? This seems to be a topic on everyone's mind at all times. Faire! And you love it or you don't. I have seen Faire transform business in good ways and also in not so good ways as well. If you are a vendor and your brand is on Faire, it can be a really good and powerful sales channel. If you are a sales rep and you are competing with Faire for orders, then it can hurt your business. In this week's episode, Faire is one of the five sales channels...
2023-12-0513 min
The Sales Advantage PodcastShould I attend trade shows?Do you think life would be easier if you only had 1 or 2 sales channels to manage in your business? Are you saying to yourself, "let's focus on 1 or 2 sales channels, and forget the rest, especially trade shows." If that's the case , then let this week's episode serve as a caution on why NOT to do that. Trade shows have been around for decades and are still one of the best ways customers get to experience new products and brands. Take a listen to learn about the 5 sales channels I recommend and let's take a deeper dive into trade shows...
2023-11-2809 min
The Sales Advantage PodcastDealing with Upset CustomersWhat happens to you when you are dealing with upset customers? Do your hands sweat? Does your face turn red? Do you lose your confidence and just want to crawl in a hole? Well, I hear you! It is not easy or fun to deal with upset customers, especially when all you want to do is make them happy. In this week's episode I am sharing a story of my most upset customer ever, and you probably won't blame her. Plus, I am sharing 8 steps to dealing with upset customers. If you love this episode, please subscribe to this...
2023-11-2108 min
The Sales Advantage PodcastAn App, A Book, & A PracticeGift giving is just around the corner, but I want to give my gift to you a little early. You may be wondering why are you giving me a gift early, when I want you to use these gifts right away to finish out your year strong and be ready to start 2024 with a solid foundation. My gift to you is an app, a book and a practice that has really made a difference in my business. And in this week's episode, I am telling you all about all 3 of these gifts - Canva is the app, Leadership as a...
2023-11-1410 min
The Sales Advantage PodcastBuilding All Kinds of StrengthWhen you hear the word strength or strong, what do you think about first? Does your mind go to a body builder or someone physically strong? I will be honest, my mind goes to that. But there are so many areas where you can be strong that do not have to do with physical strength. In this week's episode I share about a time in my life when I was physically strong but mentally taken out, and what I do know to stay strong in all kinds of areas. Being strong in all kinds of aress will help you...
2023-11-0705 min
The Sales Advantage PodcastRelationships RuleOver and over we hear relationships rule. Is that really the case in every situation? Well, I can't guarantee that in every situation, but what I do know is relationship rules more than it doesn't. In this week's episode, I share a story about a phone call I made that changed my philosophy on inside sales and why we put a focus on the relationship. I also breakdown this Indeed article and how it applies to sales in our industry on ways to build relationships. https://www.indeed.com/career-advice/career-development/building-relationships. Love this episode? Then subscribe to this...
2023-10-3107 min
The Sales Advantage PodcastEmpower Your Sales TeamAre you a business owner clenching your fists so tightly to hold onto control and power that you are losing salespeople? Are you ready to do things differently because you can't keep going like this? I hear you and the requests from your salespeople too. So in this week's episode I want to share with you why empowering your sales team is so important and ways you can empower your sales team to achieve the goals you set for them. Empowering your sales team will allow you to loosen your grip and free you time to use your gifts...
2023-10-2407 min
The Sales Advantage PodcastManage the ChaosWhat am I supposed to do next? Where do I start? How do I manage it all? It's not easy to manage customers effectively and efficiently if all you are using is your brain. If you have hundreds or thousands of customers at different places in the sales cycle, then you can feel like chaos is closing in on you. But it doesn't have to be this way. In this week's episode, I share one of my favorite resources that helps me in so many areas of my business... a CRM, more specifically Hubspot. A CRM can help you man...
2023-10-1708 min
The Sales Advantage PodcastExpanding Business: 4th Quarter Wake Up CallWhere was your business 5 years ago at this time? Are you expecting it to be the same as before the pandemic? Well here is part 3 of your 4th Quarter Wake Up Call to expand your business. With so many changes we faced during the pandemic, there is no way we can expect life to go back to the way things used to be. Which means we have to continue to figure out how to expand and grow our businesses to what is happening today. In this week's episode, I share 3 key questions to ask yourself about your business. These que...
2023-10-1008 min
Rooted in RetailSell More in the Holidays and Beyond with Dawn Grooters of Broken Vessel SalesAs retail heads into a busy holiday season, live from Las Vegas Market, Dawn Grooters of Broken Vessel Sales joins me to help you prepare.There is a common theme in our discussion today: relationships and connection = MORE sales. Dawn shares tips to reach customers by standing out with events, gift wrapping, open houses, and the lost art of phone calls.You can use phone calls to personally invite your loyal customers to events, check on abandoned carts, and get to know their needs. The more you know your customers, the more you know how...
2023-10-0822 min
The Sales Advantage PodcastTraining: 4th Quarter Wake-Up CallWelcome to the 4th quarter and part two of 4th quarter Wake Up Call and turn your slow time into grow time. One way to ensure you are utilizing your slow time is to learn new skills. There is so much changing all around us and we have to keep learning and growing to be able to stay in the game. Doing the same things over and over expecting different results will only result in insanity. When you learn and grow you are investing in yourself and you are your most valuable asset. A skill set you can invest...
2023-10-0306 min
The Sales Advantage Podcast4th Quarter Wake-Up CallThe 4th quarter is just around the corner, and retailers are ramping up their efforts to make the most of this time! But what about vendors and sales reps? Are you hitting snooze because you anticipate a slow time? Well here is your wake-up call to change your mindset from a slow time to a grow time! As retailers ramp up their selling efforts for their consumers, they can use your help! And by helping, you are growing your value as a partner with your retailers. In this week's episode, I share 3 ways you can help your retailers during...
2023-09-2607 min
The Sales Advantage PodcastSolve the Problem: Interview with Molly WilsonDo you solve problems? Not just think about solving problems, but actually do something about it. Well, in this week's episode, you will hear from Molly Wilson, the owner of Big L Brands which is the parent company to 3 other industry brands. Molly has created brands to solve problems in the industry. Not only does she think about solving problems but she takes action. This episode is filled with lessons, advice and tips to help your business succeed in today's economy. Molly speaks from her experience as a store owner, brand builder, business owner, problem solver, colleague, friend and...
2023-09-1929 min
The Sales Advantage PodcastLessons on LeadershipWhat characteristics do you think great leaders need to possess? This is not an easy question to answer, and it can be a list of things to do and things not to do. In today's world, it seems like those with money, power and fame, get to lead, but that doesn't make those people great leaders. Have you experienced great leaders? Have you experienced poor leadership as well? I think we all have, so what can we learn from both types? In this week's episode I share some characteristics that great leaders possess to help us all be better...
2023-09-1206 min
The Sales Advantage PodcastBeyond the Boss : Interview with Lisa WohlhartBeing a great leader is not about your title and position or even how big your paycheck is. Being a great leader is much more about serving, teamwork, cheering others on and experiencing true joy when other people succeed. I have been blessed to experience great leadership in the Gift & Home industry, and on this week's episode you get to hear from Lisa Wohlhart. Lisa is a champion for people, for innovation and our industry, and her career has been built from the ground up. This episode will inspire you to be curious, challenge you to use your voice...
2023-09-0516 min
The Sales Advantage PodcastServing Your CustomersDon't get stuck in the muck! I know it can be really hard to be optimistic when times are tough, but getting stuck in the muck doesn't help you or your customers. So can you control and what can you do, and then what do you let go of. In this week's episode, I share with you how to serve your customers when times are tough. Retailers, sales reps and wholesale vendors can take these ideas to serve their customers during difficult times which can build relationships for better times ahead. Because better times will come, so serve your...
2023-08-2907 min
The Sales Advantage PodcastReady for Inside Sales Advantage?Creating an advantage in your business requires you to make some decisions, invest in resources and training, and commit to something new. Can it be scary? Yes! Is it worth it? Yes! So are you ready for Inside Sales Advantage? Yes! In this week's episode, I share with you what Inside Sales Advantage is and all that is included in this comprehensive training program. You don't have to do this by yourself or reinvent the wheel. I am here to guide you in your inside sales journey. I am inviting you to enroll in Inside Sales Advantage by August 24...
2023-08-2212 min
The Sales Advantage PodcastWhere in the world are your customers?Did you miss a lot of your retailers at the trade shows? Do you have a lot of customers placing smaller orders, and are your sales reps having a hard time getting appointments with customers right now? Have these questions left you thinking, where in the world are your customers? In this week's episode we talk about where your customers are at right now and how you can be there for them. I am personally inviting you to join my FREE masterclass Unlocking Success: 4 Game-Changing Inside Sales Decisions Every Sales Manager Must Make. You can register for the masterclass...
2023-08-1508 min
The Sales Advantage PodcastHiring Inside Sales ProfessionalsHiring is not easy, and hiring for a position you don't know much about is even more difficult. What experience and skills should you look for? Inside sales is a position every business needs but who would want to do it. In this week's episode, we are talking about what kind of person you should hire for inside sales and I am sharing an example of why hiring one now is so important for your business. Along with this quick episode, I am personally inviting you to join my FREE masterclass Unlocking Success: 4 Game-Changing Inside Sales Decisions Every Sales Ma...
2023-08-0806 min
The Sales Advantage PodcastWhat can support markets and sales reps?Does one brick make a solid foundation, does two bricks? Do you agree that 5 bricks would make a foundation more solid that one or two bricks? Then would five sales channels create a strong foundation for your business especially when one or two channels are not performing as expected. And what is the one channel that can support all other channels? In this week's episode we are talking about the five sales channels I recommend vendors have in their business and using inside sales to support all the other channels. And if you want to add inside sales and are...
2023-08-0107 min
The Sales Advantage PodcastWhat about Underperforming Territories?Are you scratching your head as you think about how one territory in the country can be bringing in tons of sales while another area is not getting any action? Does this frustrate you? My first question to you is are you taking a one size fits all approach to your sales model? Do you think every territory in the country should have the exact same sales model applied to without any modifications? Well that may be part of the problem. In this week's episode we dive into underperforming territories and how one size fits all approach doesn't work...
2023-07-2508 min
The Sales Advantage PodcastHow to Handle Open Territories?Have you ever had a problem that you thought, oh that's not that big of a deal? Until it turns out it is a really big deal. It's kind of like a slow leak that ends up sinking a boat, or a slow leak that floods your basement. It seems like a small problem but can turn really bad, really quick. Open territories with no active sales people is like that slow leak. You may not even realize the damage it can do if left alone. So in this week's episode, I am sharing 3 steps to build momentum again...
2023-07-1806 min
The Sales Advantage PodcastHow can a Sales Focus Calendar help me?When things get complicated and you don't know what to do next, what happens to you? Do you stop taking another step? Do you stop trying to achieve your goals? This is very common and it can happen to all of us. So when I saw this happening to a lot of sales professionals I had to do something about it. In this week's episode, I share with you how the Sales Focus Calendar helps my sales team and how it can be used by all businesses in the Gift & Home Industry. You can get your free Sales Focus Cal...
2023-07-1106 min
The Sales Advantage PodcastSWTA Specialty Wholesale Talent AssoicationWhen you have a passion for the Gift & Home Industry + a group of inspiring young professionals that = the creation of a problem solving association. That is exactly what the Specialty Wholesale Talent Association (SWTA) is. They are looking at some of the major issues in the Gift & Home industry and doing something about. In this week's episode you will hear from Delaney and Dillon Womack and get all the details about the creation of the SWTA and details of the upcoming meetings in Atlanta on Wednesday, July 12 at 7:30 am in Building 1, Floor 10, Room #1003 and in Las Vegas on Monday...
2023-07-0527 min
The Sales Advantage PodcastInspiring the Next Step with Tara DikosDo you ever wonder what it takes to get to the next level in your job or your business? Do you see people that inspire you and wonder, how they got there? This week's episode features Tara Dikos who is the Executive Vice President of 5 brands in the Gift & Home Industry, including Transpac. Tara shares how learning and gaining experience in every position, being a good leader, and building strong relationships can prepare you for the next step in your career. Tara is an inspiration because she values people, leads by example, and faces her insecurities with integrity and...
2023-06-2722 min
The Sales Advantage PodcastMaximize Trade Show LeadsYou work so hard on your business! Every little thing you do adds up to creating a business you and your customers love. So when you work so hard especially at a trade show, why wouldn't you follow up with every lead? Not every customer that attends a trade show is ready to place an order at the show, but at some point they will be to order. The vendors that show the customers value and follow-up will win the order. This week's episode is a good reminder to follow-up with show leads. Customers want the follow-up and vendors...
2023-06-2006 min
The Sales Advantage PodcastRetailer Monica Freeborn of Amethyst HomeBeing an entrepreneur is a thrilling journey filled with all kinds of highs and lows. When you embark on the journey, you have a dream, and a business plan, but very rarely does it all work out the way you planned or thought. This week's episode features a very candid and encouraging conversation with Monica Freeborn who is a retailer with 2 Midwest brick and mortar locations as well as a thriving website with consumers all over the country purchasing products from her. You will be inspired by Monica as she shares some of her highs and lows, and how...
2023-06-1328 min
The Sales Advantage PodcastInside Sales Model with Michael SheckDoes an inside sales model really work in the Gift & Home industry when a brand has a wholesale website and sales reps covering the entire country? Top vendors in our industry know that it does work and DM Merchandising is no exception. This week's episode features Michael Sheck who is the Head of Sales at DM Merchandising. Michael has several years of experience in and outside the Gift & Home industry that he uses to manage several channels in DM Merchandising's sales model. Each of those channels sells thousands of products to thousands of customers. Michael shares his perspective on ins...
2023-06-0612 min
The Sales Advantage PodcastOnline Platform PositivityTired of the negativity regarding online platforms like Faire? I hear you! Have you ever thought about how online platforms have created a positive impact for our industry? And how Faire is a positive platform for retailers, vendors, and even sales reps? Well, in this week's episode I share some of the positives things to think about regarding online platforms. Be sure to subscribe to this show on Apple or Spotify.
2023-05-3008 min
The Sales Advantage PodcastWebsites WinGone are the days of phone books and the yellow pages. When you want to find out information about a business, you search the internet and look for their website. So what makes your business website stand out and become a great website? And why is a website necessary for a retailer and a wholesale vendor? In this week's episode I share 3 criteria that make a website great when you work all 3 together. Be sure to subscribe to this show on Apple or Spotify.
2023-05-2307 min
The Sales Advantage PodcastMake the Most of Social MediaReady for a journaling exercise to really understand how to make the most of social media in your business? Whether you love social media or hate it, understanding what platforms to use, how much time to invest in it, and what you want to share will help guide you in how you use social media in your business. This episode will ask you 3 main questions and supporting questions to get you thinking. One expert resource I mention at the end of the episode for retail social media is Crystal Media. Be sure to subscribe to this show on Apple or...
2023-05-1608 min
The Sales Advantage PodcastLearn & Do Something NewBored? Tired of the same ol' thing? Ready to jump start your enthusiasm? Well, the best way to do that is to learn something new and then put it into action. Learning something new can change your perspective and help you get out of the slump of the same old thing. Whether you want to learn something new for your personal or professional life, you will want to tune into this episode for some encouragement. Be sure to subscribe to this show on Apple or Spotify.
2023-05-0907 min
The Sales Advantage PodcastFear of RejectionIs the fear of rejection holding you back from asking a question or putting yourself out there in the world to do what you are called to do? Even though rejection can hurt, you can use it to propel you to the next step. But how can you do that? In this week's episode you will learn how even famous and successful people were rejected at one time or another, and how you can deal with rejection and even use rejection to fuel your motivation. This will be an episode you listen to over and over. Be sure to s...
2023-05-0210 min
The Sales Advantage PodcastA Sales Pep TalkStruggling to get motivated? Defeated by comparison? Wishing you could do better? In this week's episode, I want to share with you a little sales pep talk, and give you some questions to think about. Here are the questions you want to ask yourself:Are you doing the activities needed to connect with customers and generate sales?Are you focused on your sales number more than the customers? Are there improvements you can make to your sales process?Are you building relationships with your customers? Are you connecting with all your customers and asking for a...
2023-04-2507 min
The Sales Advantage PodcastWhat should you be selling now?What should you be selling right now? Should you focus on new, seasonal, or best-selling items? It can feel a little overwhelming and a lot of work to keep coming up with what to sell if you are a retailer, sales rep, and a wholesale vendor. So let's talk about it on this week’s episode, and get your free Sales Focus Calendar mentioned in this episode at www.brokenvesselsales.com. Be sure to subscribe to this show on Apple or Spotify.
2023-04-1808 min
The Sales Advantage PodcastCRMs : What to Look For!Managing hundreds or thousands of customers at one time is bound to get overwhelming and leave you with too much to do and not even time to do it. But when you use a CRM, managing your customers' relationships is a lot easier. But where do you start and what do you look for in a CRM? In this week's episode, I am sharing 5 things you should look for when considering a CRM including the key features you need for your business, integration with your current systems, complexity, team based focus, and the price. Get ready to geek out...
2023-04-1108 min
The Sales Advantage PodcastFall in Love with Inside SalesWhen you love what you do, it no longer becomes work! That's how I feel about inside sales. You may be thinking, you really love inside sales? Yes, I do, and in this episode I will tell you why I fell in love with inside sales and why I think it can transform businesses. Plus, I share three ways you can use inside sales in your business to be able to connect with more customers, because that is what they want. When you discover your passion, and you know you can help people with it, then that's the best...
2023-04-0410 min
The Sales Advantage PodcastConnect, Ask & CloseIs your business losing customers like a leaky boat? And customers keep slipping through the cracks, even though you want to take care of every single customer like they were your only customer? I know you do, but it takes time, you probably don't have. It takes extra effort, you may not have the resources for. But what if you did have the time and extra resources, do you know where to start getting your customers back? In this week's episode, you can learn 3 suggestions to help get your customers back. They ordered from you at some point for...
2023-03-2810 min
The Sales Advantage PodcastCreating an Industry Network with Valerie UnderwoodAre you ready to meet someone who is filled with experience, knowledge and value, and pours it out to people around her just so she can watch others grow? This is Valerie Underwood, and she has combined her passion and career in home furnishings to benefit this industry by helping so many people create businesses and lives they love. Valerie invests in people, their stories and their success. In this episode, Valerie shares why she values relationships, the benefits of networking and why she loves helping others. Be sure to subscribe to this show on Apple or Spotify.
2023-03-2128 min
The Sales Advantage PodcastThe Impact You MakeAre you aware you are making an impact on people every single day? But is your impact positive or negative? Have you thought about the work you do and how it impacts the people you serve, your co-workers and everyone around you? A lot of us try to do good deeds and spread kindness, but we are also making an impact when we don't even know it. In this week's episode, I share the impact two sales reps made on me when I was a buyer. Be sure to subscribe to this show on Apple or Spotify.
2023-03-1407 min
The Sales Advantage PodcastFrom Retailer to Sales Rep : Ruth Grigson InterviewWhat is it like to go from being a successful retailer to a top-notch sales rep? Well, Ruth Grigson has some answers for you! Ruth owned a retail business for 12 years. In Ruth's final year of business she achieved her goal of hitting million dollars in retail sales. Then she sold her business and became a sales rep, where again she has achieved great success because she values her customers, she is relatable to her customers and is always willing to help. In this episode, Ruth shares her story, her love for her retail and her customers, and what q...
2023-03-0723 min
The Sales Advantage PodcastMany Hands Make Light WorkCan you do it all? Really, can you do it all, all by yourself? I know I can't, so outsourcing is an important part of my business, and this is how many hands make light work. So, what are the tasks and projects on your to do list that never seem to get done. Why not outsource them to qualified professionals? In this episode, I share the types of projects you can outsource and what kinds of factors do you consider when considering outsourcing? One of the resources I mention in this episode is www.authenticpx.com. John Heywood is the...
2023-02-2809 min
The Sales Advantage PodcastGet Tasks Done with Time BlocksAre you tired of time slipping through your fingers and not getting tasks done? Are you frustrated because you get distracted by your email inbox, and before you know it, your work day is over and you have not completed your to-do list? So where do you begin? It's all about time management! In this episode, I share how I use time block scheduling to complete my to-do list and take away the overwhelm in my week because I know every task on my list has a time block assigned to it. This gives me more freedom in my min...
2023-02-2112 min
Crystal UncorkedLive From the Las Vegas Market: Inside Sales and Relationship Building with Dawn GrootersWe’re live at the Las Vegas Market. Dawn Grooters started her company Broken Vessel Sales in 2020 when she noticed a need between retailers and wholesalers, creating and working with inside sales and making connections. She works with wholesalers, vendors, and rep groups, and even helps retailers.As the expert in all things sales, Dawn offers some great tips for small businesses that might be experiencing slow and small conversions in traffic. All her advice really comes down to what she calls the top business strength of the year, Building Relationships. If you want to see more sa...
2023-02-1518 min
The Sales Advantage PodcastRetail Wisdom from MaryLiz Curtin of Leon & LuluMaryLiz Curtin is passionate about independent retail. Her knowledge of all aspects of the gift, craft and home industries gives her a unique point of view, encompassing the needs of retailers, vendors and sales representatives. She is also a heck of a retail shopper and loves to crawl malls, discover downtowns and walk through the Web to find ideas and inspirations for her presentations. In this episode, MaryLiz shares her wisdom for vendors, sales representatives and retailers to have a successful business today and where her passion for the Gift & Home industry comes from. You don't want to miss th...
2023-02-1419 min
The Sales Advantage PodcastResearch Your CustomersDo you take the time to research your customers before you contact them? Or does the thought of research make you roll your eyes because it takes you back to your days of writing research papers? Researching your customers is a topic that gets a lot of attention because it is really helpful in sales especially these days, but there is not much explanation to what research actually looks like in everyday life. So in this episode, I break down the questions of who, what, where, when, why and how of researching your customers, so you know how easy an...
2023-02-0709 min
The Sales Advantage PodcastEngage with PeopleWould you grow your business if you engaged more with a lower number of people or engaged less with a higher number of people? This is an interesting question, but it makes you think. We are in a period of time when we are all trying to be more efficient so we can do more. We move from one thing to the next so quickly, that we miss opportunities to engage with people. Or even worse we purposely don't engage with people because it will take too much time, and we have so much to do. In this week's epi...
2023-01-3108 min
The Sales Advantage PodcastMarket Follow-Up ProcessDoes the thought of all the follow-up after each market overwhelm you? Does your heart start to beat a little faster at just the thought of all the catch up work you have to do plus all the leads you have to follow-up from your pile of business cards, photos on your phone, and notes in your notebook? Not to mention you are trying to recall the details of important conversations in your head. So let's take a step back, take a deep breath and in this week's episode I share my 3 step process for following up with leads afte...
2023-01-2412 min
The Sales Advantage PodcastIndustry Relationships & Shannon WrightHave you met someone and immediately thought, this is one of my people? This person gets me, I get them and you can talk for hours about business, life, and everything. Shannon Wright is one of those people for me. We hit it off in the first phone call almost 15 years ago, and have gone through a lot in the Gift & Home Industry together. Shannon is passionate about helping retailers, wholesale vendors, and sales reps in this industry and she is an energy giver, take a listen and you will know what I mean. In this episode we talk about...
2023-01-1731 min