It’s been 18 months and 388 blog posts since I first ventured into the blogsphere. Today, my writing life is full and my blog is my business partner, my confidante, my inspiration and my mirror. Why do I blog? Mainly because I love to write and communicate my thoughts, ideas and values to the world. I like [...]
Cubicle Chronicles: Productivity and motivational tips for inside sales warriors. By Josiane Feigon.
Archive for the ‘Closing’ Category
Opt-out of Desperate Discounting
It’s that time of the month, quarter-end when all sales engines are revving. Salespeople make their last desparate pleas to prospects and customers hold out and wait for the final negotiations. Get creative guys and try something new. The following includes 10 ways you can opt-out from discounting: 1. Call with something new- 2. Remember the sale [...]
Why do customers buy from you?
Jeffrey Gitomer is a prolific sales guru and in this YouTube video he asks the question: Why do customers buy from you? Is it because they like you? They believe you? They trust you? or they have confidence in you? Check out this video for the answer.
End of Quarter Sales Stats
It’s end of quarter/month and everyone is heads down getting their orders through. The good news is more and more inside sales teams are exceeding their quota goals these days so today isn’t as stressful for many. Last year we talked with these champions and podcast these interviews, check out end-of-quarter interviews and you’ll find [...]
Mr. Unavailable is a No-Po
Have you ever been in a relationship with someone who isn’t available? Emotionally? Physically? Mentally? When we chase after a No-Po, it’s like chasing after someone who isn’t available. We want to believe something will happen, but it actually doesn’t happen. We don’t close deals when we hang with a No-Po. This is the reality [...]
Quick Lead Qualification Check-list
This is the last week of the quarter and reality hits this week. Here’s a quick check-list to review on your forecasted opportunities. Best of luck! 25%: Need Established The prospect has admitted a need for your product. The decision-maker has been identified but not yet contacted. Pricing has not been discussed. Technical issues have [...]
Build in Rewards
Every salesperson can tell you, rewards are important. That’s why sales contests, incentives, perks and bonuses are what salespeople live for. I find even in my personal life, I look for the reward at the end of the day, especially after I’ve conducted training. I went on this long hike recently with friends and after three hours [...]
Musings from Austin
I’m in Austin working with Harte-Hanks. They are a great client – the culture is vibrant, smart, friendly and very professional. These guys have been around a long time – they started as a newspaper company in the early 20s. Now they have a strong outsourcing presence in both the inbound and outbound direct marketing world. [...]
Sales is not black and white
It’s end of month and every minute your manager either requests a 1:1 or emails you a status update on your numbers. That’s usually what happens- you either closed the deal or you didn’t. Sounds pretty black and white to me. When the pressure is on, our focus narrows, our options become smaller and we [...]
It’s all about timing
I paddle in an outrigger canoe and feel so lucky to be on the San Francisco Bay- life can’t get any better than this. An outrigger boat has 6 people and everyone must paddle together. A good boat is one that is synchronized where everyone’s blade hits the water at the same time and it [...]
