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 [...]
Cubicle Chronicles: Productivity and motivational tips for inside sales warriors. By Josiane Feigon.
Archive for the ‘Questioning’ Category
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 I [...]
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 [...]
I Have Just One More Question
Remember that kid in your class who would always raise his hand to ask questions? It was always the same kid who would shoot his hand up before the teacher would finish answering the previous question. You could always count on this kid because they had all the questions covered. You were never sure if they asked [...]
Are Any No-Po’s Lingering on Your Forecast?
Only one day left until the end of the quarter. By now, you may have already experienced some betrayal from No-Po’s whom you thought would commit but didn’t step up and actually sign your PO. I know, I know, I know. You really believed them when they said you were the vendor of choice and [...]
8 Reasons to Test Your Phone Courage
How much courage do you have? How has it been tested before? It takes a lot of courage to confront the unknown when we are on the phones. And yet, we don’t really get rewarded for being brave. We get rewarded for creating a new opportunity or closing a sale, but when’s the last time [...]
Assert Yourself– You Belong
When we are prospecting and closing business, we must take the approach that our services belong. I know it’s hard when you are calling on busy decision-makers who won’t return your calls and send you emails telling you they are set for the month, quarter, year or century for that matter. But unless we have [...]
