The Vault’s Katherine Jetter is accusing the retailer of using info she shared for a potential partnership to move into Nantucket.
Coach’s corner: The need to “own it”
Trainer Pat Henneberry gives salespeople three pointers on how they can generate their own leads, instead of waiting for customers to come to them.

However, there’s still one thing I come across that is really hard for me to fathom--retail sales professionals who wait for customers to come to them. Outside of waiting for that customer to walk in those doors there’s no “hunting” for customers. I always look at everyone I meet as a customer; not a potential customer, but a current customer.
There’s always something I can offer them. Maybe it’s someone I meet in spin class, at church, a neighbor, someone who friends me on Facebook.
As professional sales people we need to own it. We need to generate our own leads, our own customers.
It’s not up to the owner, manager or even marketing. And even all the great brand marketing and its effectiveness is still only responsible for so much. The real winners in sales, the top pros, are “owning it,” owning their generation of new customers. This isn’t a new reality of selling--it’s just often overlooked.
Here a few tips to get you start “owning it” and generating your own customers.
1) Social. It’s becoming almost impossible to ignore the impact social networks are having on sales. Many introductions are happening via social connections. The reality is sales pros who ignore social networks are not going to scale their new customers are effectively as they could. Think about what you can do to develop a social strategy that will help crush your sales quota.
2) Identifying. Building out a target customer list is consuming and difficult. All you have to do is take a personal approach to prospecting. For example, leverage powerful relationships. People important in your life, your relationships within your personal life. Everyone you know should be buying from you, and they should be your advocates.
3) Coffee. Don’t be afraid to ask that person you have been next to on your spin bike for the past one hour to have coffee and tell them what you do. Don’t be afraid to ask the person you have been
Be a modern sales professional. “Own it” combines the best of building relationships and providing thoughtful connections to drive your sales.
Think about it … everyone you meet is a current customer for you. Stand out from the crowd, be on top, be different and make sure you are always being genuine and authentic. They’ll remember you!
The Latest

Agents seized 2,193 pieces, a mix of counterfeit Cartier “Love” and “Juste Un Clou” bracelets, and Van Cleef & Arpels’ “Alhambra” design.

The designer brought her children’s book, “The Big Splash Circus,” to life through a collection of playful fine jewelry characters.

The Seymour & Evelyn Holtzman Bench Scholarship from Jewelers of America returns for a second year.

The trade association has chosen the recipients of the funding initiative it formed to foster the growth and sustainability of the industry.


The organization has also announced this year’s slate of judges.

Associate Editor Natalie Francisco shares 20 additional pieces that stood out to her at the Couture show.

The countdown is on for the JCK Las Vegas Show and JA is pulling out all the stops.

Lori Tucker started at Williams Jewelers when she was 18 years old.

The “Marvel | Citizen Zenshin” watch is crafted in Super Titanium and has subtle nods to all four “Fantastic Four” superheroes on the dial.

The “XO Tacori” collection was designed to blend luxury and accessible pricing.

Pritesh Patel, the lab’s chief operating officer, will take over as president and CEO of GIA.

National Jeweler and Jewelers of America discuss the standout jewelry trends and biggest news to emerge from the shows this year.

Signatories to the “Luanda Accord” committed to allocating 1 percent of annual diamond revenue to the Natural Diamond Council.

The winning designs captured the “Radiance” theme.

Nominations in the categories of Jewelry Design, Media Excellence, and Retail Innovation will be accepted through July 30.

The singer’s ring ticks off many bridal trends, with a thick band, half-bezel setting, and solitaire diamond.

The bracelet references vintage high jewelry and snake symbolism as a playful piece where a python’s head becomes a working belt buckle.

The heist happened in Lebec, California, in 2022 when a Brinks truck was transporting goods from one show in California to another.

The 10-carat fancy purple-pink diamond with potential links to Marie Antoinette headlined the white-glove jewelry auction this week.

The Starboard Cruises SVP discusses who is shopping for jewelry on ships, how much they’re spending, and why brands should get on board.

The historic signet ring exceeded its estimate at Noonans Mayfair’s jewelry auction this week.

To mark the milestone, the brand is introducing new non-bridal fine jewelry designs for the first time in two decades.

The gemstone is the third most valuable ruby to come out of the Montepuez mine, Gemfields said.

Founder and longtime CEO Ben Smithee will stay with the agency, transitioning into the role of founding partner and strategic advisor.

Associate Editor Natalie Francisco shares 20 of her favorite pieces from the jewelry collections that debuted at Couture.

If you want to attract good salespeople and generate a stream of “sleeping money” for your jewelry store, then you are going to have to pay.