The decision-maker, power buyer, the person who pulls the trigger: These are the people who make deals happen — the ones who get chased by every smart salesperson out there. Here’s a tip: If you want to catch them, you need to understand them. We rarely put ourselves in their shoes. What does the act [...]
Cubicle Chronicles: Productivity and motivational tips for inside sales warriors. By Josiane Feigon.
Archive for the ‘Closing’ Category
I would rather build org charts on a Saturday night than go out and party
I never thought I would start a personal blog — and I just did! Why? Because this November, I’m going on a 300-mile-cycling journey through Israel. Since I needed to fund raise for it, I decided to share my personal story. So I hope you’ll check out Josiane’s Cycle Journey. Yesterday, I had a great [...]
EchoQuote understands The Call to Action
There’s an order to the 2.0 stuff- here’s what I think: it all started with Web 2.0 and the advent of web based technologies and tools, which created a Customer 2.0 and then we had to learn how to market and sell to them and that’s how Sales 2.0 was born. The Customer 2.0 is getting more [...]
The Fall-out Factor
When I sold my house last year, it wasn’t until the final hour until the house was really sold. There was a time when being in Escrow meant your house was officially sold and now that’s not the case. That’s why we are experiencing homes that sit on the market today for much longer because [...]
Setting Sales Expectations
Great questions require detailed answers. Here is my answer to this question: Question: I seem to be struggling with is the end part of closing the sale and negotiating with prospects. Answer: Closing isn’t an event that magically appears. In my book, I dedicate an entire chapter to closing titled ”Closing: The Complex Road to Gaining [...]
How would you sell if you only had 215 days?
Today is the last day of the month and last day of the most important selling quarters in a brutal sales history. No matter how hard salespeople try to approach their pipeline proactively- the majority of their deals come in within the final days of the month. It’s no surprise that I received several emails [...]
Don’t be shy about winning
When was the last time you did some guilt free shopping? Being conservative about our spending is what dominates our thinking these days. We all look for ways to reduce spending and hunker down during this time. We are finally seeing signs of life as things are opening up in a small way. When a new [...]
Got ROI?
Got training budget? Got time for training? Got funding for developing your team? We know the answer – Not only are budgets tight but the expectations of what you can expect to receive with your investment is extremely high. In the past, when a manager took her inside sales team off line for training for [...]
Looking for budget in all the wrong places
I got some great news today- I’ve been selected as the premier vendor on a large global inside sales training initiative. One tiny problem…they haven’t figured out how they are going to fund it. At first I was convinced I have been hanging out with the No-Po and that my efforts had been a waste [...]
Are you the last one standing?
I always make fun of my friend Stu who has never been great at finding a new job. He is the type that hangs on for dear life when he is employed- you know that type? They are the last ones standing even after the movers have come in to pick up the fax machines and file cabinets. I [...]
