Economy class, middle seat, San Francisco to Singapore. Help! It wasn’t that bad, after all, but the food situation was less than thrilling. After 6 hours of not serving food, the flight attendant came by and gave everyone a little bag of pretzels, a mini Kit-Kat bar, and one lemon cookie . . . I’m [...]
Cubicle Chronicles: Productivity and motivational tips for inside sales warriors. By Josiane Feigon.
Archive for the ‘TeleChampions’ Category
Inside Sales Resolutions for 2012
New sales quotas are already hitting your inbox . . . it’s time to shake things up refresh your sales habits. I will be talking about more of this with Kevin Gaither live on This Week in Sales this Wednesday at 2pm. Here are some smart resolutions for 2012: 1. Power up your prospecting efforts with [...]
Who Pissed Off the Customer?
Tomorrow is our Customer 2.0 Mad as Hell panel discussion with a great line-up – I can’t wait. This panel discussion will focus on today’s Customer 2.0 and why they are so incredibly pissed off. But wait, why are they so mad? Who’s to blame? It’s about time salespeople and managers and VPs take the blame [...]
There’s nothing linear about social media
It’s hard to believe some growing and progressive inside sales organizations haven’t even scratched the surface when it comes to social media, and yet I watch their new hires playing Words with Friends during lunch. They are socially wired on a friendship level but haven’t crossed over on the prospecting level. When I check their tools IQ, [...]
My Brief Encounter with Steve Jobs
I’m not sure how I landed the contract in 1994/1995 to develop and deliver training for NeXT Computer’s inside sales organization. I had just launched my company and this client was a big win. The NeXT offices were located off the Seaport Exit in Redwood City. They were cool, sleek, modern, and filled with bright faces. [...]
When 7 people are on plan – who stays and who goes?
This is the time of year when lots of movement is in the air – negotiating on new hires and cutting your losses on the non-performers. One of my clients has about 60 inside sales reps and recently let 4 reps go because of bad performance . . . and 7 more were put on a performance [...]
Gotta hear more cowbells!
I recently had the pleasure of training a talented team of sales warriors for a new and upcoming Charleston-based company, PeopleMatter. This young company has founder Nate DaPore as President and CEO, and I can’t think of a more energizing, motivating, charismatic CEO to run a company. Also, the Telebusiness Alliance’s board member Ben Nachbaur is at [...]
Chasing the “maybe” will kill you
Salespeople are generally optimistic folks. When interviewing new hires, one of the most important qualities we look for is a positive and optimistic attitude. When reviewing their sales forecast, among the most common questions managers ask is for the rep to estimate “best case scenario” or give an “upside” to the deals. Research in both neuroscience [...]
Really! You work in inside sales and you hate the phone? You must be a Millennial!
Everyone is racing to jump on the inside sales bandwagon and quickly ramping up their new hires. Thanks to Matt Bertuzzi from The Bridge Group, Inc., who brilliantly illustrates where the inside sales industry growth is happening in his Inside Sales Hiring Market Snapshot Infographic. If you review this chart, you can see where the talent pool is percolating. [...]
Happiness rules!
Our culture is a bit obsessed with finding the path to true happiness. Everyone is searching for the magic formula. If you run an Amazon search on “happiness,” you’ll get 21, 392 results for books in the happiness category. It seems like everyone is searching for the magic formula. Since I’m a nonfiction girl, I own a [...]
