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 [...]
Cubicle Chronicles: Productivity and motivational tips for inside sales warriors. By Josiane Feigon.
Archive for the ‘No-Po’ Category
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 [...]
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. [...]
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 [...]
What’s Behind the Mask?
If you saw a woman with blue hair wearing a leopard mask and belly dancing a few weeks ago, that was me at some masquerade party in Marin. I got a head start on Halloween this year- especially since I jump at any excuse to get dressed up and dance. That’s why Halloween is one of my [...]
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 [...]
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 [...]
When the No-Po Protects their Turf
Most No-Po’s make it a career to be a No-Po. You don’t just walk into an organization and become a No-Po overnight. You have to demonstrate enough clueless skills to convince those around you that you have been put out to pasture. Just to recap the personality traits of a No-Po is someone who lacks influence [...]
Sales 2.0 Prospecting
Last week I sent out my Inside Sales 2.0 Trend Talk eblast to my very targeted list of prospects. It was mainly to promote the upcoming Webinar titled Sales 2.0 Report from the Front Lines. The fun started a few minutes after it was sent out because I got to track who was checking me out [...]
Sales 2.0 Report from the Front Lines
This week we are are preparing for our Sales 2.0- A Report from the Front Lines Webinar on August 16th- which promises to be a winner. Sally Duby, President of PhoneWorks and I will sound off about Sales 2.0 and the sales evolution that spans back 25 years. Yikes, sounds pretty geriatric to me but it’s [...]
