Marketing and Sales departments are busy filling the sales leads buckets. They’re also encouraging salespeople to hold on to precious leads longer and not toss them out so quickly. How many times should you follow-up on an unresponsive lead before closing it out? The answer depends on the types of leads you receive, the length of [...]
Cubicle Chronicles: Productivity and motivational tips for inside sales warriors. By Josiane Feigon.
Archive for the ‘Prospecting’ Category
10 reasons why reps run out of contacts on Call Blitz Day
Call blitzing is becoming a regular and frequent event within most inside sales organizations. It makes sense — call activity is low, cold- calling ranks high on the “waste of time” meter, and salespeople complain about never finding the time for outbound calling. No wonder call blitzing is so popular. Managers are happy when call blitzing day [...]
Mom, what’s a phone booth?
Once upon a time, when you wanted peace and quiet and lots of privacy, you stepped into a phone booth and made your calls. A small phone booth was designed for one person and usually contained a phone, a phonebook and sometimes small change left behind in the coin return. Perhaps this is what my client had in mind when they [...]
Handling Phone Fears
This is my response on the AA-ISP Expert Forum as someone asked the following question: Are there resources that offer suggestions for helping an inside sales rep conquer a serious case of phone anxiety–just not wanting to talk to customers on the phone? I would like to try to coach to the problem before coaching [...]
The Superpower of Sales Hunters
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 [...]
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 [...]
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 [...]
