LOG out and UNPLUG
In the past few weeks, I’ve spoken to salespeople and leaders who told me they were taking time off AND IN THE NEXT SENTENCE said they’d be: Checking emailBacking themselves up (what DOES that even mean)Be available for a call…
One call can change EVERYTHING (video)
It may sound bold to say one call can change EVERYTHING. I believe it’s true!!! One Helpful Person Who answers your question… gives you a name… who is truly helpful. One Prospect Who answers… who listens… who appears interested AND…
How to get business like a… BEE!
https://www.youtube.com/watch?v=HdRXbgYqEBI How often have you seen a salesperson portrayed as a… … Hunter (and the prospect is the one being “hunted”) — or — … Fisherman (“reeling the prospect in”). You know the picture I’m talking about. The one where…
The Game of Sales
Inside sales is a difficult job. It is hard to stay motivated… especially on the days where you feel like you’ve been locked up in voicemail jail! “What can you turn into a game today?” ~ Jill Konrath in Agile…
Prospecting Process Model
In inside sales, no one will be surprised to hear that prospecting as a process significantly impacts business. You will also not be surprised that I feel compelled to share a simple yet incredibly effective and efficient process. I doubt…
The Science of Sales
When thinking about sales as a science, I think the #1 place that salespeople and organizations fall down is when it comes to testing what works. AND #2 being willing to consider failure an important part of the process… which may…
The Art of Sales
Years ago I read an article on What Makes Art, Art? and I’m going to start with three ideas from there on what makes art and (shocking) relate it to sales: perception of the viewerintention of the creatorinterpretation Most interesting…