Inside salespeople love facts. Product features. Case studies. ROI numbers. Your prospects? They remember stories. Think about the last presentation you sat through. Chances are you don’t remember the third bullet point on slide seven. You probably remember the story…
Every salesperson on your team has a GREAT customer story about working with you. You probably even know it. Does the rest of your team? Storytelling in sales isn’t a new idea, What Great Salespeople Do, by Michel Bosworth and…
I’ll admit I was really disappointed to learn one of my favorite quotes is PROBABLY NOT by Thomas Edison as I’d always believed “Opportunity is missed by most people because it is dressed in overalls and looks like work.” It’s…
Today: ask yourself what would change about the conversation you’re thinking of having… if you held it over a cup of coffee. In our virtual / inside sales world we are often having conversations on the phone or a video…
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…