Joni Santos

Joni Santos thrives on connecting with clients on a level deeper than your typical consultant to develop customized business solutions that drive measurable results. With her diverse background in corporate marketing, field sales, training/development and consulting, as well as having worked in and for companies from start-ups to the Fortune 50, Joni brings a unique and well-rounded perspective to each sales effectiveness initiative. Best known for her team-player attitude, eye for detail and propensity for planning, Joni drives the delivery of high-impact client programs that are on time, on budget and on point.

Recent Posts

5 Steps to Sales Onboarding Success

By Joni Santos

How can you design an effective onboarding program for sellers that accelerates their time to productivity, while reducing employee turnover? In our recent blog post, the Case for Sales Onboarding, we highlighted the sobering data around seller turnover, departure costs, recruiting costs, lost revenue, and new seller ramp time. We also emphasized the importance of establishing desired outcomes and milestones for a seller onboarding program, defining success according to five C’s: Clarity, Connections, Comprehension, Confidence, and Contribution. 

As each ‘C’ builds upon the last, you can implement them as you would follow steps in a process, recognizing that the journey may not always be clean and linear.  In this post, we expand on how to apply the 5 C's of Sales Onboarding Success.

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3 Tips to be “Intentionally Exemplary”

By Joni Santos

Are you intentionally exemplary? Do your actions and decisions reflect this quest for sales excellence?

Let’s be honest. With all of the hustle and bustle of balancing work and personal obligations, it’s easy to fall into a rhythm of “action without thought.” Go here, do that, call this client, place the order, check the box. And while it’s nice to have made it through your list of to-do’s every day, the repercussions of hasty decisions made in your robotic-like pursuit to just get things done can be quite nasty.

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Overworked, Overwhelmed, and Just Plain Over It?

By Joni Santos

Let’s face it… most of us need to work for one reason or another. Some of us like to work, some of us don’t. But regardless of your personal feelings about your current job, your sales quota, your sales manager -- we all have a basic desire to be successful, to be a rock star at something in our lives. And that desire (as well as that paycheck) is largely what drives us, pushes us, compels us to work ourselves into the ground in its pursuit, oftentimes leaving us overwhelmed.

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The Next Level

By Joni Santos

We are nearing the end of what I call May-hem. I don’t know about you, but May is always the craziest month of the year for me. It’s particularly hectic this year, because my oldest child is graduating. So, not only do we have exams, end of year activities and a serious case of spring fever, but we also have the added bonus of graduation festivities. I’m certainly not complaining about his successes; to the contrary, I’m extremely proud! But, boy, am I exhausted!

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The Hard Worker

By Joni Santos

The Sales Executive Council has found through their research that B2B sales people fall into one of five profiles – the Challenger, the Relationship Builder, the Reactive Problem Solver, the Hard Worker, and the Lone Wolf. Our experience tells us that while many top-performing sales people can display more than one of these behaviors, they do provide a quick shortcut to categorize sales professionals.

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Staying Top of Mind Unfortunately Isn’t Always Top of Mind

By Joni Santos

I’ve been “courted” recently by a company trying to win my business. After repeated attempts to contact me, I finally acquiesced and responded to an email… only because I had a very specific need at that moment, and I suspected they could help. Once we talked and I learned more about their capabilities, I actually became excited about working with them on my upcoming project. Unfortunately, their capabilities did not include follow-up skills, because although my contact indicated he would get back to me with additional options, he never did.

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The Gifts That Keep On Giving

By Joni Santos

About two months ago, my children presented their Christmas lists to me. My little girl’s list was full of dolls, books, and crafts, while my son’s list consisted merely of video games and football jerseys (both expensive items, I might add, and apparently very typical for his age). As I looked over their carefully prepared wish lists, I wondered how much of the stuff they want will ever get played with or used more than a month after they open it.

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A Disgruntled Sales Force…Perhaps the Scariest Skeleton in a Corporate Closet

By Joni Santos

BOO! Did I scare you? Probably not… but what if I was a disgruntled salesperson selling to your top customers? Just the thought of an unhappy employee representing your brand in a negative light is enough to make you scream, right?

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It’s Days Like This I’m Glad I’m a Planner

By Joni Santos

Wow! What a day! This has been one of those gloriously busy and quite frankly, incredibly exhausting days where every second of every minute of every hour, from sunrise to sundown, has been jam-packed with commitments.

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Going for the Gold

By Joni Santos

As the 2012 Olympics draw to a close and the medal count is finalized, I can't help but wonder how different life would be if we were all awarded medals for our efforts in life and at work.

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