There are lions and tigers out there- especially when it comes to inside sales hunting talent. I’ve listened to a few calls lately and just when I was starting to think that hunting was a lost art, I’m convinced otherwise. Sales skills can be taught but spirits must come from within. Once a hunter, always a [...]
Cubicle Chronicles: Productivity and motivational tips for inside sales warriors. By Josiane Feigon.
Archive for the ‘Prospecting’ Category
Call Activity Gets a Makeover
Never has there been so much confusion on call activity within inside sales. While managers are busy calculating the best call tracking metrics, reps are pulling in longer work hours than ever before . . . and everyone is wondering why the phones aren’t ringing. It’s time for a call activity makeover!
We need to redefine [...]
Stop begging for leads
It’s time to stop begging for leads and effectively work the ones you have. There is a huge need for strong lead nurturing strategies and stats to support the fact that a large percentage of leads that marketing provides sales are not effectively nurtured. It’s easier to look to other departments, individuals, processes, tools for what [...]
Lead Nurturing - Nowism in 48 hours
I had lunch with Rob Stump, CEO of ANI, an extremely reputable sales training company I partner with. Since we both run training companies, we shared similar struggles we have faced in the last year. Training is always the first to go when there is a downturn but how quickly it goes is most concerning. I [...]
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 [...]
When in doubt, just pick up the phone
This morning, I took cold calling into my own hands- literally. I decided I’m tired of waiting on tweets to get retweeted and linkedin to get responded and facebook to get tagged, I just picked up the phone and called prospects. It was a different type of call, it wasn’t my typical “we are the [...]
Forget carpooling when you can ride to work
Was that you on the corner of Market and 10th? or perhaps you were having coffee at the Energizer Station where everyone cheered us on this morning. Whew, so glad I didn’t drive in. I now feel part of a new sub culture, one that forgets to remove the velcro strap from the bottom of my [...]
Cold Calling- Dead or Alive?
You mean I can’t just pick up the phone and call a prospect anymore? It looks like most of us have figured out what Sales 2.0 is all about and just in time. But watch out, Sales 3.0 is next or is that just the new way of announcing you are expecting your 3rd child like Robert Scoble ?
There’s all this talk [...]
How lucky are you?
Sweet territory? Great clients? Fantastic field partners? Solid manager? Good company to work for? Nice cubicle? Are you just lucky to have all these in your life or did your hard work earn you with the right?
Luck in business and in sales is a big topic of discussion. It’s easy to blame a salesperson who always [...]
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 [...]
