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 a [...]
Cubicle Chronicles: Productivity and motivational tips for inside sales warriors. By Josiane Feigon.
Archive for the ‘Questioning’ Category
Josiane presents @ NorCal BMA Breakfast on 2/4
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 to [...]
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 Breem [...]
You are responsible for your results
Our webinar yesterday was a huge success with record-breaking attendees. Everyone is hot on this topic and salespeople are eager to learn new ways to prospect and counter on emails these days. Our panelists were inspiring, creative and very brave. Edward Wu from Secure Computing and Peter Norris from Acteva proved that NO doesn’t always [...]
Peeling the Different Layers of Objections
We’ve heard the term “peeling the onion” many times and it’s very descriptive when it comes to objections. Sales is one of the few professions which taxes your emotional strength and courage. You have to be pretty thick skinned to succeed in sales because you are risking rejection on a regular basis.
This week [...]
Quick Lead Qualification Check-list
This is the last week of the quarter and reality hits this week. Here’s a quick check-list to review on your forecasted opportunities. Best of luck!
25%: Need Established
The prospect has admitted a need for your product.
The decision-maker has been identified but not yet contacted.
Pricing has not been discussed.
Technical issues have not been discussed.
Competition has not [...]
