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The Real Problem Is Not Your Plan
Inside sales leaders are very good at reacting. Sometimes too good. A number slips, a forecast gets questioned, a quarter-end push arrives, and suddenly the beautiful plan gets shoved into a drawer while everyone sprints toward whatever is currently on fire. That feels responsible in the moment. It also keeps the team in a start-stop pattern. You get bursts of intensity, long stretches of drift, a few heroic saves, and then everyone wonders why the same problems are waiting at the next planning meeting, looking smug. The problem is not that leaders do not plan. Most inside sales leaders plan…
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The Best Leadership Reset Might Be Sitting On Your Desk Already
I have a habit when my brain gets overloaded. I’ll grab a book off my desk, open to a random…
Inside Sales Leaders Need To Stop Treating Not Knowing Like Failure
I joked recently that one of my leadership strategies is: “Google it.” No really, it is. I’ll search the challenge,…
Your Team Does Not Need “New” Ideas
You can always recycle your best ideas! Leaders forget this constantly. You do not need a brand-new idea every week…
Meetings Feeling Flat? Turn It Over To The Team
Last week I shared 6 ideas for those moments when inside sales leaders feel completely out of ideas. One of…
Out of ideas?
Some days, being an inside sales leader feels odd. The world is as crazy as always: Your reps need coaching…
Action + Expertise = Success
Back in 2011, I tossed out a tweet that still shows up in client conversations today: Action & Expertise combine…
The WHY your team is missing
Intrinsic Motivation is a fancy phrase to keep you moving! Motivation is a completely personal thing. It’s the “why” behind…
Stressed? Try flipping it (literally)
I know all about stressed – it’s ‘DESSERTS’ spelled backwards! I don’t believe in coincidence – which is why when…
Are You Making Sales Harder?
3 inside sales activities that are like standing on your head and spitting wooden nickels I remember my Grandfather saying,…
Diagnose Before You React
You’re in a deal review. A rep walks you through an opportunity that they believed forecasted to close two weeks…
Clear plans create focused execution
You run your planning session. The direction is clear. The priorities make sense. You leave feeling confident about where the…
Focus Blurs When Priorities Shift
Let me describe something you’ve probably seen more than once. You run your team meeting. You walk through the priorities…