I have to admit I haven’t done any business development in many months because I’ve been so busy with projects. But all projects seem to have the same lifespan- they all end at the same time. Actually I wouldn’t have it any other way- it’s my business cycle and after 15 years, it works. I’m [...]
Cubicle Chronicles: Productivity and motivational tips for inside sales warriors. By Josiane Feigon.
Archive for the ‘Prospecting’ Category
Decide You Want to Win
I am procrastinating and looking for every excuse not to do what I need to do. It’s amazing the projects one starts when we are avoding what what is in front of us. Tony Robbins continues to be one of my favorite motiational speakers and his video at the TED conference last year is very [...]
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 [...]
Oh No You Don’t
“I’m sorry I just can’t help you, that is something you will have to figure out.” That’s what I heard yesterday when I approached someone about my creative paralysis. That response flattened me out temperarily and then the pendulum swung back to full force. Perhaps it’s the rebel in me who hears NO and says, watch this. [...]
Success Barriers
I couldn’t stop reading The War of Art by Steven Pressfield. He is brilliant and captures the essence of Resistance. Yes, thats’s right, he has written an entire book on this topic. He refers to The Unlived Life as what we want but never really get to it. He asks “are you a writer who [...]
2008 Innovation
It’s time to hit refresh and start selling and managing in a new way. If you are driving with your eyes on the rear-view mirror you are not going to get there any faster. This will slow you down and paralyze your risk-adverse mind. So welcome this new year by decided to get out from your comfort zone- [...]
Learning how to pack right
You would think after all the traveling I’ve done, I would learn how to pack. Nope- I still don’t get it. Here I am in Amsterdam freezing and thinking of everything I left behind. I have a hooded coat with fur, big heavy boots, thick cashmere scarfs, wool tights and every hat imaginable. Where are they? Neatly [...]
Standing Under the Mistletoe
At holiday gatherings, I like standing under the mistletoe and waiting for a kiss. This simple ritual warms everyone’s hearts and brings romance in the air. In sales, when we search for low-hanging fruit, it can seem like standing under the mistletoe. It is passive, we get a good feeling and we spend too much time [...]
10 Reasons Why Inside Sales Organizations Fail
Last week Adobe announced some restructuring in their sales organization and many talented field salespeople were let go. The good news is that their restructuring efforts will be focused on setting up a robust inside sales organization out of San Francisco. Good move. Adobe isn’t the first to do this, we will see a lot [...]
Stop Shopping and Just Sell
The holidays are here and everyone is shopping. According to comScore predictions, online holiday shopping will total at least $30 billion this year. So, what are you doing shopping for a new GPS system while you are trying to prospect? It’s easy to multitask when you have 15 different screens open on your desktop but statistics [...]
