The majority of inside sales leaders and managers I speak with haven’t had any formal training on coaching as a skill (ok many of them haven’t had management or leadership training either, now that I’m thinking about it). Which doesn’t…
Once upon a time I was asked to share my top inside sales career tips. One of them is “tomorrow say thank you twice as often as you did today.” In the daily activity of our sales lives, very often…
the Can’t in Dr. Hannah Rudstam’s “Can’t, Won’t, Don’t Know How” model: falls into two categories when looking at inside sales: organizational roadblocks, which we’ll dive into todaythe person themselves CAN’T do the job was last week’s topic Three organizational…
Hello, I was planning a whole long explanation of Disqualification vs. Qualification this week… yet the more I check out the birds’ conversation, the more I feel like that says it all. Have a great week, Lynn
I found this scribble of how I described what people WANT conversations to look like vs. what they actually look like recently. Think about your conversations, the unknown is how your prospect or customer will answer that first question. Yet…
Years ago I was extremely fortunate in having the opportunity to collaborate with Dr. Hannah Rudstam of Cornell University. In her work at the School of Industrial & Labor Relations, she developed a model that struck a cord with me…
willing = done, borne, or accepted by choice or without reluctance able = having sufficient power, skill, or resources to do something (thanks Merriam-Webster) Today look at the brightest idea you’ve NOT done anything with and figure out which is…