“Don’t make your prospects follow the dots! Talk about what you do for them… NOT what you sell.” LYNNSIGHT If you’re making prospects connect the dots from your product list to their problem… you’re making them work too hard. And…
“Change takes doing thins in a different way and not going back!” LYNNSIGHT Most teams don’t fail at change because they try something new, they fail because they quietly slip back into old habits when no one’s looking. Think about…
“Put that coffee down… coffee is for closers.”Yeah, yeah, we all know the Glengarry Glen Ross line. And sure, “Always Be Closing” had its day. But if you’re still clinging to that mindset in today’s inside sales world? You’re leaving…
Quota Isn’t the Goal—It’s Just a Number Quota is a monetary number the company told you your team needs to hit. Probably as their leader / manager you had a say in how it gets broken down by individual on…
Have You Defined Your Ideal Inside Salesperson Yet? Recently, I was working with a VP of Sales and a recruiter from HR. We weren’t just talking resumes—we were tackling something deeper: how to decrease ramp time for new inside salespeople…
Are You a Salesperson or a Friction Fighter? Let’s cut to it:People will talk with you if you make their work easier. Not “kind of easier.” Not “someday, maybe, possibly easier.”I mean right now, right here, “where-have-you-been-all-my-life” easier. So ask…
The more you ask salespeople to DO, the less time they have to sell for you! Today’s brief reminder: as you add tasks to the salespeople’s to-do list, they have less time for outbound customer contact. You may think that…