An off kilter look at sales tips & tricks for inside professionals!
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Progress Compounds When You Stop Trying to Fix Everything
Most experienced inside salespeople stall when everything starts getting equal attention. Your day fills up:calls, emails, follow-ups, pipeline updates, internal requests. You know how to do all of it, so you try to improve all of it at the same time. That’s where progress slows down. Not all the pieces are in place yet, and that’s the point. You don’t build a puzzle by working on every piece at once. You build it by fitting one piece… then the next… then the next. Inside sales works the same way. When performance feels inconsistent, it often traces back to too many…
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Accountability Requires a System
Let me describe a situation you’ve probably been in. You’re in a 1:1 or a deal review.You’re asking good questions…
Numbers Don’t Lie, Now What Do You Do?
You open the dashboard.You see the number.Suddenly, the month feels much, much shorter. Panic sets in. The number isn’t where…
Revenue is a result. Behavior is the lever.
If all you talk about is results, you’re not changing anything. I was listening to a sales meeting recently. The…
Remote Raises the Standard
Back in March of 2020, when everyone was suddenly working from home, I shared six simple tips. Dedicated space. Keep…
Remote Exposes a Leadership Design Problem
If you lead a virtual sales team and you’ve caught yourself thinking,“It’s just not the same when we’re not in…
What You Recognize Is What Gets Repeated
Sales managers are great at spotting what’s broken. Missed numbers.Stalled deals.Gaps in skills.Behavior that needs correcting. That focus matters, but…
Caring Without Carrying the Deal
Sales rewards people who care. Care about the customer.Care about the outcome.Care about doing the right thing. But there’s a…
When Everything Feels Out of Control, This Isn’t
Sales has a funny way of making everything feel urgent, all at once.Forecasts are shifting.Deals are stalling.People are asking questions…
Trust is Built in What Follows
Trust starts with the very first interaction. Before there’s a proposal.Before there’s a yes.Before there’s anything to lose. From the…
Helping Decisions Happen
In the last couple of notes, I’ve been sharing about indecision; personally and in the context of stalled deals. What’s…
Indecision is Still a Choice
Last week, I found myself sitting with the question:What’s the one decision I’m not making, right now? Then I listened…
Avoidance vs. Decision
Most of the friction we feel can be attributed to avoidance. There’s usually one decision we already know needs to…