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 [...]
Cubicle Chronicles: Productivity and motivational tips for inside sales warriors. By Josiane Feigon.
Archive for the ‘Navigating’ Category
There’s Nothing To It
Today- many around the globe pay tribute to the late Ted Kennedy. There have been some very touching speeches at this memorial today and for a good laugh, Senator John Culver shares a funny story about sailing with Ted. Senator Culver had never sailed before and Kennedy responded to all doubts and obstacles with “there’s nothing [...]
Are you calling on the G-level?
Most humans have a need to feel included- they want to belong. Especially salespeople who want to feel they are part of creating new opportunities and relationships. That’s why when we are prospecting, it’s not so much the rejection that gets us down, it’s the people who have been hired, trained, motivated and energized with one sole [...]
Oh No You Don’t
“I’m sorry I just can’t help you, that is something you will have to figure out.” That’s what I heard yesterday when I approached someone about my creative paralysis. That response flattened me out temperarily and then the pendulum swung back to full force. Perhaps it’s the rebel in me who hears NO and says, watch this. [...]
The 2×2 rule
Last week I coached about a dozen inside sales reps and provided a live demo for the group on navigating techniques. I like to call it the ”Josiane unplugged” session because they get to see me in action and it’s a great way to model the skill. Navigating is the 3rd skill in the TeleSmart 10 [...]
Flexing the Prospecting Muscle; Is cold calling really dead?
I don’t believe cold calling is dead and although social networking is hot and hardly anyone answers their phones anymore, I am not convinced. Today, I ventured out into the prospecting realm as it’s been awhile since I really worked the phones. I felt out of shape, sluggish, and lacked good articulation. My prospecting muscle had [...]
The Fabulous 50
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 [...]
10 Tactics for Engaging with Gatekeepers
I’m usually good with gatekeepers- they like me. I make them feel special and treat them with respect. I even use verbal hugs when talking with them and say genuine things such as: “thanks so much, you are really helpful” or “I appreciate all your help” or “ I’m wondering if you can help me with……” or [...]
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. [...]
The Space Between
There’s a great Dave Matthews song called The Space Between. Check out the lyrics. I like this phrase because in sales The Space Between is when we want to do our best work. When you are prospecting, The Space Between is the time that has passed from your last conversation until your next conversation. Sometimes days go [...]
