When reading 9 Ways to Win More Sales with Social Media by Alice Heiman I came away with one reminder and one brand new thought about social media in the sales process. The reminder is Never forget the “social” in…
I was working with an inside salesperson on deal strategy the other day when something interesting came up. She had gathered all the details, put together a proposal, and couldn’t get the prospect back on the phone. Emotionally – she…
*sigh* sales vomit is harder to clean up than actual vomit. ~ inside salesperson (name withheld to protect the guilty) Granted I burst out laughing. As I was laughing I did realize she was right. If you give too much…
I learn a lot from the students in my classes. A few weeks ago I learned a lot by a question one of the participants asked. why is listening the most important sales skill? The next 15 minutes were a…
Everytime you are calling, email, posting on social media. Your prospects are wondering ONE thing. and it’s NOT about you… They are wondering – how is this about us? Your product or service means nothing to them without context. Merriam-Webster’s…
Imagine for a moment that you’re mad, disappointed, frustrated, or upset while at work. STRESS at times can be the name of the inside sales game. Unfortunately, stress can reduce our emotional equilibrium as well as the filters between our…
In Monday’s Inside Sales Leadership Corner I gave a link to the Katalyst Agency’s eBook Are You Listening To Your Business? The funny thing is that buyers complain salespeople don’t listen too! I’ve been asking inside salespeople since 2005 “Have…