The Phone Lady's Blog

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salesperson

Adventures in Sales #3: Gaining Momentum and Staying Curious

By Tegan Samija | August 26, 2023
female sales rep exlpaining to male client

As the long summer days of August come to an end, my new role as a sales development representative with a learning and development company is in full swing. In my previous update, I was excited to have just completed my very first sales call and had a … Read more

Adventures in Sales #2: Losing and Regaining Confidence

By Tegan Samija | July 22, 2023
female sales person on phone call

“You’re trying to sell to Fortune 500 companies?? And you’re doing this all by yourself, with NO experience? WOW, I couldn’t imagine being thrown more into the deep end than that!” I was on a call with a sales professional I had connected with after reading his book, … Read more

The Value of “Failing Spectacularly”

By Mary Jane Copps | October 4, 2020
microphone

This past week I had the great privilege of spending six hours with five new business owners determined to increase their sales. At the end of our time together, they were prepared to connect with prospects and explore possibilities by inspiring great conversations. They were all a bit … Read more

7 Ways to Showcase Your Persistence

By Mary Jane Copps | January 18, 2020

To reach your financial goal, build your business and create consistent revenue, you must embrace persistence. In last week’s post, I used a couple of different dictionaries to create a simple comparison between persistence and pestering and shared with you the value of continuing to reach out to your … Read more

How Persistence Builds Trust

By Mary Jane Copps | January 11, 2020
sales manager speaking on the phone

Persistence remains a challenging topic for the business owners, entrepreneurs and salespeople who work with me. For some reason, persistence and pestering get intertwined and while the two words may start with the same letter, they are not at all alike. The word persistence comes to us from … Read more

A Hockey Legend’s Inspiration

By Mary Jane Copps | December 7, 2019
making a sales call

In our house, CBC Radio is on most of the time. Sometimes I listen intently, sometimes bits of information enter my consciousness while I’m focused on other things. This is what happened on November 28. The Current was on and a panel was discussing the latest revelations about … Read more

It’s Time To Be “Camera Ready”

By Mary Jane Copps | November 3, 2019
laptop on desk

There’s a vague image in my mind of standing in the middle of our high-ceilinged, converted-industrial-space office at Adelaide and Spadina in Toronto listening to a news story about future technologies. I’m guessing this was the mid-90s and the newscaster was saying that soon all our phones would … Read more

What Prospects Think When You Don’t Follow Up

By Mary Jane Copps | October 1, 2017
businessman waiting for meeting

My phone rang last Wednesday at 4:08 pm,  just as I was settling in to do some prospecting calls. It was my colleague and friend Steve Foran, CEO of Gratitude at Work. It’s always great to talk with Steve; he’s incredibly energetic, knowledgeable and generous. But this call related … Read more

Consistent Revenue = Foundation, Follow Up and Feedback

By Mary Jane Copps | September 24, 2017

Last week I connected with a dear friend and former colleague, Wendell Waldron. Wendell was my all-time best salesperson at my first company, Media Link Inc., and he’s currently a partner with Influence Online Marketing. Our conversation focused on challenges faced by every salesperson and entrepreneur: leads, organization … Read more

Think BIG for Client Retention

By Mary Jane Copps | August 27, 2017

Recently an entrepreneur I coach was feeling defeated by the loss of a long-time corporate client in Montreal. Persistent phone follow up had resulted in receiving an impersonal email saying the firm’s current focus was working with Quebec-based trainers. But she knew her work was unique and already … Read more

A Tale of 3 Assumptions

By Mary Jane Copps | July 16, 2017

Assumptions are – and always have been – vital to our survival. Since ancient times we have made assumptions that have kept us alive, while hunting for food, exploring new territories  … and building businesses. But they can also be harmful, especially to our businesses and especially when … Read more

Are You A Reluctant Salesperson? Own Your Value!

By Mary Jane Copps | March 25, 2017

In the winter of 1988 I had to find a solution to a big problem. The previous Fall, I had put a mortgage on our family home to start my first business and the revenue being generated was, optimistically, unreliable. In reality it was … non-existent. My husband … Read more

Bosses and employees are wrestling over whether voice calls have a place in the hybrid era. The Wall Street Journal recently spoke to Mary Jane. Find out more here.
Overwhelmed by alerts? Avoid calling people? Here's what phone anxiety looks like — and why it happens.
CBC Radio
Maritime Noon with Bob Murphy - On the phone-in: Mary Jane Copps has advice on making phone calls to people who are phone-averse. Listen in >
Margins of Error with Harry Enten
CNN's Harry Enten asks why we’re avoiding phone calls and whether we can be coached through our telephone-related nerves in this Margins of Error podcast featuring Mary Jane.
This Hour Has 22 Minutes
22 Minutes correspondent, Brandon Hackett, figures out which end is up on this thing called a telephone, with help from The Phone Lady. Watch Telephone Lessons for Millennials.