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: [...]
Cubicle Chronicles: Productivity and motivational tips for inside sales warriors. By Josiane Feigon.
Archive for the ‘Questioning’ Category
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. [...]
My favorite detective
I used to watch this detective TV show, Columbo many years ago. It was a crime fiction TV series, starring Peter Falk as Lieutenant Columbo, a homicide detective who uncovered many cases. My favorite part of this show was watching Columbo in action – his comical style seemed to disarm people, his questions were unobtrusive [...]
Josiane presents @ NorCal BMA Breakfast on 2/4
Today is a day full of predictions- if the groundhog saw his shadow, then we get another 6 weeks of winter. And the results are in….. he did see his shadow. On the sales front, my prediction is that BANT is dead. This is a term is frequently used to in the Lead Generation circles to qualify [...]
What is the cost of being undecided?
I was inspired by Mark Morfords San Francisco Chronicle titled Undecided? Really? This article is primarily written for the whopping 18% of undecided voters. Morford write that he can’t imagine how they can still be “on the fence” about Obama or McCain, love or hate, country or disco, Paris or Fresno, oil or water, Porsche [...]
Lead Generation is all about Digging
I’m writing on my new WordPress version and it’s pretty nice. I think I’ve accidently erased all comments so please don’t take it personally. I promise from now on, I will not only respond to your comments but I will also approve them for publication. That is if they are nice comments, of course. Any [...]
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 [...]
When People Feel Underutilized
On Saturday night, I felt so distraught with the oil spill that I went to a meeting to learn what I could do to volunteer and help. I listened to angry, disgruntled people rant about wanting to volunteer in the rescue efforts. Since I regularly paddle on the San Francisco Bay, this hit home for me. So [...]
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 [...]
Unavailable Power
Wouldn’t it be nice if prospects told you the amount of power they really hold in an organization? Well that happened today and I want to share an insightful discussion I had with a prospect: “I’m wondering if you could point me in the right direction as I’ve been in touch with Lisa Track and Ingrid [...]
