My friend Snappy, that would be Jill Konrath, the author of the wildly successful SNAP Selling book. I’m super impressed that Jill is branding this ”crazy busy audience” for everyone to understand how we must adjust our sales strategies when prospecting this Customer 2.0.
Let’s talk about time- how little they will give us and how much we should [...]
Cubicle Chronicles: Productivity and motivational tips for inside sales warriors. By Josiane Feigon.
Archive for the ‘Uncategorized’ Category
Do’s and Don’ts when selling to crazy-busy prospects
It takes a village to build an org chart- DiscoverOrg can help
Building org charts is fascinating and incredibly valuable. Everytime I engage with a new client, I ask them to send me their org chart. At first, what looks like a bunch of names, later becomes people with history, family, personalities, stories, needs, wants, budget, power, no power. Org charts change by the nano- second- there [...]
AA-ISP Leadership Summit- The Who’s Who of Inside Sales
I’m heading out to Minneapolis for the AA-ISP Leadership Summit this week. Tomorrow. This is the only conference dedicated exclusively to Inside Sales Leadership. Join the fun-
May 11th- I will speak on Six Transforming Sales Trends for 2010
May 12th- Nancy Nardin and I will speak on Smart Selling Tools for 2010 and launch our new [...]
Decoding Sales 2.0
Welcome to San Francisco- if you are here for the Sales 2.0 Conference, it’s the place to be. I’m tightening up my schedule and can’t wait to check out the line-up of great sessions. Just in case you are still not sure what Sales 2.0 is all about, I’ve organized some past blog posts to help [...]
Lead Nurturing - Nowism in 48 hours
I had lunch with Rob Stump, CEO of ANI, an extremely reputable sales training company I partner with. Since we both run training companies, we shared similar struggles we have faced in the last year. Training is always the first to go when there is a downturn but how quickly it goes is most concerning. I [...]
Book Signing at RiverBed
Today at noon, I walked into Riverbed’s conference room and was greeted by a large inside sales organization who sat with their boxed lunch and my book. No they didn’t eat their lunch on my book, some were holding it and flipping through the pages curious about my talk.
I spoke to this bright and talented [...]
The 20 Best Sales Books- In my humble opinion
Why is it that anytime someone assembles a list of the best sales books that Zig, Tom, Og, Jeffrey, Dale and Brian have to be on that list? As sales authors, they contribute to the old sales stereotype that belongs in the sales 1.0 world and not sales 2.0 world. So when I was reviewing Sales [...]
Meaningful Conversations
I had a great talk yesterday with Shawn McLaren about his ConnectAndSell service which is transforming the way inside salespeople capture phone attention. In a world where connect rates are rapidly dropping (industry average shows it is less than 7%) and the average length of the time on a call is less than 30 seconds, [...]
Living in a mini-bite-sized world
Have you noticed everything comes in a mini version? The days of big and excess are gone and the days of trying the bite-sized version are here. Somehow you can now justify the cost if you try a tiny bit of it; the lite version for the mini budgets we all have.
What is your bite-sized [...]
Is Sales 2.0 In/Out?
I always appreciate good contrarians and provocative people who like to shake things up. That’s why my ears perked up when I heard a few people are not waving the big Sales 2.0 flag around.
The first is Joe Galvin who is the VP of Research for Sirius Decisions and he believes that sales 2.0 is a technology [...]
