New sales quotas are already hitting your inbox . . . it’s time to shake things up refresh your sales habits. I will be talking about more of this with Kevin Gaither live on This Week in Sales this Wednesday at 2pm. Here are some smart resolutions for 2012: 1. Power up your prospecting efforts with [...]
Cubicle Chronicles: Productivity and motivational tips for inside sales warriors. By Josiane Feigon.
Archive for the ‘Listening’ Category
Why sales managers should never train their salespeople
As a training professional, when I take on a project to train inside sales teams, I spend time conducting an in-depth needs assessment. I ask questions about the sales structure, the team, their charter, their sales challenges, their sales cycle, their tools, etc. When I ask if they’ve received any type of training before, they [...]
Retaining or Restraining Customers?
I absolutely cringe every time I have to walk inside a bank. Come to think of it, I used to work in a bank. Back in the day, I got my start working as a bank teller at Home Savings and Loan in Studio City. You could see this bank miles away, it stood on the corner [...]
My favorite detective
I used to watch this detective TV show, Columbo many years ago. It was a crime fiction TV series, starring Peter Falk as Lieutenant Columbo, a homicide detective who uncovered many cases. My favorite part of this show was watching Columbo in action – his comical style seemed to disarm people, his questions were unobtrusive [...]
Seeking long-term Altruism
One of my New Years resolutions is to commit to giving back to a cause I believe in and plant my altruistic values towards a substantial and long-term cause. The Haiti disaster has kicked this up a notch and brought it to the forefront. Everyone has joined in and as of yesterday, an estimated $150 Million has [...]
Sales Timing
This morning I am awestruck by the essence of timing in our lives. Yes- I’m a real sucker for love stories that have their serendipitous union of two people where everything just fits together- the design is right. Yesterday, my friend Lisa told me about her brother Joel who has been single for a long time and had given up any hope on finding love. To make [...]
Testing the Boundaries
A simple camping trip turned into a family running for their lives. Many years ago we decided to get away from the San Francisco summer fog and head out to the lake. Lake Tahoe was too far the campsites were all full at Shaver Lake so we decided to pack our gear and drive up to Folsom Lake. We [...]
Calling in the Comfort Patrol
You know that dance- it’s the one when you take 3 steps forward and about 80 steps backward. It’s the “I’ve messed up big” dance. The one where you are working so fast and hard in one direction and so attached to the results that everything jumps in front of you, makes you trip and basically drives [...]
Sitting too close to your cubicle mate
One of the best ways to get rid of unwanted behavior is to move. When business happens from the cubicle- who you sit next to and who you have to listen to all day can influence your behavior. Inside sales teams work in very close proximity and in working in such close quarters they learn each others’ [...]
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 [...]
