I hope it isn’t just me… that finds themselves staring at the computer screen… willfully NOT making a call that feels scary… hoping that the note reminding me to call… that person… on that day… will disappear. I also hope…

There are pieces of a sales conversation that appear to be missing from inside sales. Pieces that in outside sales make effective communication easier. Take a handshake for instance. In person we use it when we meet someone and when…

Here is something CRAZY – inside salespeople letting their communication skills get rusty. Yet, habit wins out most of the time. > Leaving that same old voicemail message, even after you’re bored with it. > Using an opening statement that…

Sales is a true combination of art and science. A critical piece of the art of sales is being a good story teller. Perhaps even a FANTASTIC story teller. Unless you can get prospects to see themselves in your story,…

As inside salespeople I’m sure you know all about the research: > 9 to 12 “touches” before you’re remembered > voicemail combined with email is more effective than either alone. Yet have you done the PRE-work to make yourself more…

On Monday I mentioned in the Inside Sales Leadership Corner that a sales leader I respect mentioned she only listens to voicemail messages when the salesperson sounds sincere. I have been thinking about sincerity as it relates to inside sales…