Just in case you’ve been busy trolling around with your No-Po’s, it’s time to fire them.
After all, they are not the ones who will ever pull the trigger and make anything happen for you. They hold big titles, love your product, stall each week and absolutely protect their powerless turf. They lack influence and remember [...]
Cubicle Chronicles: Productivity and motivational tips for inside sales warriors. By Josiane Feigon.
Archive for the ‘No-Po’ Category
It’s time to fire your No-Po now
Sell to the People with Power to Buy- tune in 10:00am today
My new book, Smart Selling on the Phone and Online was unveiled at AMACOM’s sales conference yesterday. Coming this fall to a cubicle near you, this book is loaded with 10 great chapters of 10 essential skills for selling in this sales 2.0 landscape. For a sneak peak, you can tune in today for my webinar [...]
The Real Winners of March Madness
The sales weather outlook looks promising, there’s a recent flurry of activity signaling a strong start to a new quarter. I conducted a training last week and talk about REINFORCEMENT and ROI. This smart manager did not want to commit to training on Friday because that was their March Madness Day. That was the big [...]
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 [...]
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 a few days, [...]
Sell to Power Webinar Today!
Today I get to talk about one of my favorite topics- tune in for the Sell to the People with the Power to Buy webinar from 10-11:am PST. What is the deal with these No-Po’s and why are they slowing down our sales?
Find out why there are so many of them around today, how to [...]
Cubicle Chronicles
I’ve spent thousands of hours coaching inside sales warriors in their cubicles. It’s such a personal space to enter into and I learn so much about the rep just by spending time in their cubicle. It’s also an honor that I respect and take seriously.
When I first walk into someone’s cubicle, I look inside for clues [...]
Recession Alert! You Can’t Afford to be Talking with the Wrong People
Selling through a downturn means we are faced with more, not less. More objections, more decision-makers, more departments to sell into, more knowledgeable customers, more products to sell, more tools available, more processes to learn, more choices.
According to Miller Heiman’s 2008 Sales Best Practices, there are now 16% more decision-makers involved in the sales process, [...]
Don’t Lie
I grew up in Italy so my bedtime stories weren’t Good Night Moon but of Pinnochio. I was fascinated by his adventures and especially the image of his nose growing each time he told a lie. It would get bigger and bigger.
Many of us have met liars in our days- there are compulsive liars and pathological liars. The [...]
Don’t settle for less when you deserve more
I like to bring small groups together from similar skill sets and meet in an informal sales training roundtable. It is for a shorter period of time and it dives into one specific skill. Recently, I met with a few reps for the sole purpose on focusing on net new business. I asked each of them to bring one [...]
