1. Where does this book have a place in the sales world? Inside sales does not have a dedicated sourcebook to keep them company in their dark and lonely cubicle. This book is their new friend, companion and revenue partner. It serves as a perfect reference guide for new ideas and essential skills to help them sell more effectively.
2. What are 3 important take-aways from your book? (1) You must synchronize your Dynamic Duo messaging and align your voice mail and email efforts. (2) You must make sure you are talking with the Power Buyer and quickly get out of the No-Po zone (3) You must understand the effects Sales 2.0 has on messaging and customer buying behaviors and sell with your marketing hat on.
3. You write in your book about voice mail being dead or alive- what is the verdict? Voice mail is dead- in the old traditional way of leaving generic long voice mail messages. It is very much alive when it includes strong sales intelligence in the introduction, lasts less then 30 seconds and has a short/succinct email that follows immediately afterwards.
4. Your Navigating chapter talks about the No-Po a lot, are you finding there are more of these today? Absolutely, it’s a contagious epidemic worst than the swine flu. People hold on to No-Pos who have no power to make anything happen.
5. You have been a big advocate over the years of Inside Sales, would you say this is the future of selling? I believe inside sales is finally getting the recognition it deserves as more and more realize the viability of this profession.
