Do The Hard Thing = #InsideSales #Success
Don’t wait until the end of the day, to do the hard stuff… that makes it too easy to put it off! (she says to herself after putting something off three days in a row) How often do you find…
Busy CAN’T be a shoddy leadership excuse!
Last week’s Chip off the Block: EVERYONE is Crazy Busy! was about customer and prospect conversations. Yet a salesperson clicked reply and said “I feel like internally everyone’s excuse is THEY are crazy busy.” That got me thinking. Are you…
the Venn Diagram for #InsideSales #Success (aka the best times to call)
People are always asking me when the best times to call are. I’m never sure if they’re looking for an excuse for when NOT to be calling or a secret answer to success. The bad news is… there isn’t a…
Its not enough to notice, you have to take action!
You SEE; someone on your team, helping the person in the cube next to them work on call plan. You HEAR; a salesperson ask a great question on a difficult call. You OBSERVE; a fantastic coaching moment between one of…
Measure the RIGHT Things = #InsideSales #Success
Last week’s What are you counting? Activity – Results – False Indicators came up again in conversation… but about skiing NOT sales. The question I was asked is “how many runs did you make?” Now for an explanation on why…
SNOW… in April (video)
In sales things happen that are unexpected, like snow in April. BUT we’re still expected to hit our numbers. In the face of adversity, like when there is snow on the ground, and you want to start gardening – we…
What are you counting? Activity – Results – False Indicators
I am beginning to think there are three things that people count in inside sales Activity – Results – False Indicators. Activity Activity that we measure in inside sales differ from organization to organization. The commonality is that these habits…