Inside salespeople spend a lot of time trying to perfect their message. They research prospects. They study the company. They review LinkedIn profiles. They build call plans. Then they pick up the phone and start with: “Hi, this is Sarah…
I’m not saying to stop leveraging scripts for better conversations! Scripts are critical and valuable for inside sales success. They provide structure, help salespeople get started, and ensure important messages don’t get missed. The problem starts when leaders coach the…
*”Your customers are weird.”* ~ my friend Michele The funny thing is she isn’t wrong. I like people who think, work, and are different. A bit off-center. I’ve also always enjoyed the challenge of mean prospects, partially because I don’t…
When I was watching Tea with the Dames, Dame Maggie Smith said something that made me stop, pause, and write myself a note: “When in doubt, don’t.” Four simple words. The more I thought about them, the more I realized…
Start with Quality Beans (Your People) Grind Just Right (Set Clear Expectations) Use the Right Brewing Process (Your System) Pour Your Energy Into Leadership (Be the Heat) Celebrate the Brew (Recognize and Reward) then Sip, Reflect, and Repeat
Thereโs a point in sales where the work starts feeling heavier than it used to. The calls take more energy.The rejection feels more personal.The motivation that used to come naturally suddenly feels forced. Most salespeople assume the problem is burnout…
Most sales leaders have said some version of this: โMy team just isnโt motivated right now.โ Usually what they really mean is: โMy team isnโt doing the work I want them to do.โ Prospecting activity drops. Follow-up gets inconsistent. CRM…