It’s a new year and everyone is promising to eat better and lose some of the bulge they gained during the holidays. Same thing with your sales pipeline- it’s time to trim the excess fat. Maybe you don’t want to trim it down because you are scared of how slim it may actually look- especially [...]
Cubicle Chronicles: Productivity and motivational tips for inside sales warriors. By Josiane Feigon.
Archive for the ‘Closing’ Category
Why we need to know
I had to hold my ears and scream “blah, blah, blah, blah” while my friend talked about the disappointing ending of a movie she just saw this weekend. I hadn’t seen the movie yet so I didn’t want to hear about it. I don’t like to walk in late to movies either, I rather just [...]
Misunderstandings Happen
It all started when my friend’s son wanted to come by my house to give me a Cutco knife demonstration. Cutco is a knife company that has been around for the past 60 years and still maintains their old-fashioned sales philosophy. Their sales model is to hire college kids for the summer, give them a [...]
Forecast Characteristics
I had this brilliant realization yesterday when talking with my sister who was struggling with some college financial forms she had to fill out. “I don’t do forms, I hire someone for that.” I said. I have a hard time commiting any numbers to a box. Words, numbers, money, anything. That’s probably why I stay clear from crossword [...]
Standing Under the Mistletoe
At holiday gatherings, I like standing under the mistletoe and waiting for a kiss. This simple ritual warms everyone’s hearts and brings romance in the air. In sales, when we search for low-hanging fruit, it can seem like standing under the mistletoe. It is passive, we get a good feeling and we spend too much time [...]
Your desk work-out
After a long holiday weekend and lots of running around, you’re back to your cube at your desk staring at your monitor and wondering how your year is going to end. You are not alone, every manager has sent out forecast updates today and most are falling short. That’s okay, there’s still time and you can do [...]
Thank You!
Today is a day filled with gratitude. As I watch my life unfold, there’s so many things I wish could stand still and never change. They are simply perfect. One of them is the gift of what I’ve created with my company, TeleSmart. For the past 14 years, I’ve been privileged enough to touch thousands [...]
Self-selling Utopia
My sister likes to chat on skype and a typical chat from her will look like this: Hey sis Are u there? I want to ask you about coming up to the city the weekend of the 3rd, will you be around? K and J want to come and we want to stay at your [...]
Crushing the Competion
Last week I coached a very talented salesperson who had just lost his biggest deal of the year to his competition. He worked so hard on it, created the need, educated the prospect, designed a price structure and basically teed up the deal. His competitor just showed up and grabbed the business at the final hour. [...]
Buyer Behavior
I’ve been thinking of taking a workshop this weekend, the price is right, I have the time, I know it will be good. So what am I waiting for? Honestly, I’m waiting until it sells out and I can negotiate my way in. That’s right, no matter how many more choices are made available [...]
