I keep wanting to write my next book on the No-Po topic because it is so rich and delicious. For example, it’s s not just about hanging out with the wrong people, the ones who are powerless to make anything happen. It’s about the choices we make and what we choose to believe. I often compare [...]
Cubicle Chronicles: Productivity and motivational tips for inside sales warriors. By Josiane Feigon.
Archive for the ‘No-Po’ Category
Chasing the “maybe” will kill you
Salespeople are generally optimistic folks. When interviewing new hires, one of the most important qualities we look for is a positive and optimistic attitude. When reviewing their sales forecast, among the most common questions managers ask is for the rep to estimate “best case scenario” or give an “upside” to the deals. Research in both neuroscience [...]
Are your sales opps stuck in your funnel?
The second half of the year quotas are kicking in, but wait . . . there are a ton of opps stuck in your sales funnel. Sound familiar? You are not alone. This is the #1 complaint these days from inside sales reps. Here are a few recommendations to help you focus on managing your funnel: [...]
10 most frequently asked Inside Sales questions
1. Is Cold Calling Dead or Alive? I want to echo Trish Bertuzzi’s blog post on It’s the “Cold” That’s Dead — Not the Calling, which explains what part of cold calling has died. Absolutely continue to make calls . . . but there’s no excuse for not including your sales intelligence in your approach. [...]
Salvaging Lost Deals and Delusional Salespeople
Yesterday’s session on Sales Management Metrics 101; Best Practices for Creating a Predictable Pipeline was informative. It was hosted by Cloud9 Analytics – leaders in the sales analytics space. They invited Chad Burmeister, VP of Corporate Sales at IronKey to share best practices for pipeline analytics. That means tracking opps and deals in the pipeline, how they mature, how they [...]
The No-Po Translator
A few of my single women friends were sharing dating stories and discussing the inventory pool of eligible men. One friend was curious about two guys she had recently met. She described him as saying ”he didn’t want to complicate things in a relationship.” My other friend quickly jumped in and translated that and said, ”oh, that means he’s married.” [...]
Smart Selling to the People with the Power to Buy eBook
NEW EBOOK EDUCATES SALES PROFESSIONALS ABOUT CONNECTING WITH THE ‘POWER BUYER’ IN THE SALES 2.0 LANDSCAPE TeleSmart and InsideView Collaborate on New Ebook, “Smart Selling to People with the Power to Buy” SAN FRANCISCO, Calif. March 26, 2010 – TeleSmart announced today the release of a new ebook to help salespeople, small business owners and [...]
Prospecting 2.0 Webinar Q&A
We had a huge crowd participate in yesterday’s How to Improve Lead Generation with Prospecting 2.0 webinar and we will announce the winners of the 3 free books shortly. Thanks for all the excellent questions everyone submited, this relevant topic struck a chord for many and I’m glad to help lift some of the confusion [...]
Sales Forecast Meetings Revisited
I had the pleasure of participating in a webinar with Gerhard Gschwandtner, from Selling Power and Greg Volm, Inside Sales Manager at InsideView yesterday. We talked about my very favorite sales reality topic - No-Po Reality. As many of you know, No-Po stands for someone who has No Power, No Potential and No Purchase order will ever [...]
Josiane and Gerhard talk about Power -Free Webinar Today
My favorite topic- Power. Where is it? Where does it hide? How to find it with social networking tools such as InsideView’s Smart Connections. Tune into our webinar in just a few minutes- Smart Selling to the People with the Power to Buy.
