Have you thanked a customer today?
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 Organizational part of CAN’T
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…
Disqualification vs. Qualification
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
Sales Conversation vs. Flow Chart
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…
The Person part of CAN’T
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…
are you willing & able to ACT?
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…
Step 1 = figure out why
You’re a good leader, an exceptional manager – yet there are still things your team just doesn’t do consistently. Perhaps, a few people aren’t “getting it.” Before you throw resources (time, energy, effort, money) at the problem – figure out…