Big news in the telebusiness community was revealed with yesterday’s announcement. This is a good move for Symantec who wants Altiris to help position them in the enterprise space. I did some training with Altiris last summer and found their inside sales organization to be one of the brightest and talented teams I’ve ever worked with. Perhaps [...]
Cubicle Chronicles: Productivity and motivational tips for inside sales warriors. By Josiane Feigon.
Archive for January, 2007
Inside Sales Webinar Debrief Q&A
For those of you who want to know what is happening in the inside sales world, last week Jean Tali from Genius and I came together and talked about Inside Sales: The Five Essentials to Take Control in 2007. We had a very lively Q&A discussion at the end of the session and I’m going [...]
Inside Sales Finally Takes Control
The best part of my day was having lunch with Jim Fowler, CEO of Jigsaw, a smart guy who came up with a bright idea to design a contact management tool that provides complete, accurate and fresh data. Most lists we get today have old phone numbers, email addresses and names of contacts that are no longer with a company. [...]
Chit Chat with a Champ: Benjie Shah
Listen to this insightful interview with Benjie, Inside Account Executive with Sophos. I coached and trained his team about 4 years ago before they were acquired by Sophos and now they own the market on anti-spam and anti-virus solutions.
Benjie’s come a long way on his road to inside sales success. In our interview, we [...]
The Cancelled Sales Appointment
This prospect has been on your radar for months. Every 6 weeks, you diligently call and get updated on his initiatives, hiring goals, systems roll-out and new management. You continue calling and ask for the meeting. Your prospect tells you to call back at the beginning of the next month and your notes field looks [...]
Is Voicemail In or Out?
How many of you are leaving voicemail messages these days? Voicemail may be dying but there is still room for good voicemails. I landed one of my biggest clients last year by leaving one simple voice mail message so keep the faith and don’t give up on voicemail too soon. Check out the article, The Art [...]
Chit Chat with a Champ: Theresa Gonzales from Oracle
I had the pleasure of interviewing a true champ. Theresa’s enthusiasm and great customer skills are some of the keys to her success. Theresa’s been in inside sales for 4-5 years. She started in the hospitality industry in San Francisco and transitioned to the software industry. She now works in Oracle’s inside sales organization and [...]
Key Words and Phrases that Lack Influence
I had two calls this past week with No-Po’s, so my radar has been activated. Remember a No-Po is someone who has no influence or authority within an organization. I’m not sure I’m going to use this term because my book agent thinks it sounds like a Hawaiian snack. So here’s a sample of [...]
Trend Talk, Inside Sales Predictions for 2007
This is the time of year where everyone is curious about how the year will unfold, what decisions they should make and what direction they should take. I like to forecast trends and have always worked in an industry that moves fast and stays ahead of the curve. Each year I put together my Hotlist [...]
Chit Chat with a Champ
Joshua Hurst with Mercury Interactive/HP shares his secrets for inside sales success. Some key points:
Top Success Traits–Working smart versus working hard; the vital few versus the trivial many activities. Working on the 20% that brings you 80% of the revenue. They know the numbers and know how to work the numbers.
Trends–Lots of software company consolidation [...]
