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Life in the Telebusiness Trenches Blog Anyone blogging about inside sales these days? Check out our blog dedicated for the front-line sales champions and managers who are selling and servicing their customers by phone and on-line. Some popular posts: Next Generation Prospecting Tools 7 Responses Impatient Salespeople Hate to Hear I just have one more question Are Any No-Po’s Lingering in your Forecast? 
Panel discussions with champions and managers from Apple, Cisco, Harte-Hanks, Mercury, Oracle, Microsoft, VeriSign and more. Betrayed by No-Po's Lately?Call Recordings - The Good, Bad and Ugly — Managers Sound Off Dialogues with the Champions at Quarter-end. Desktop Distractions Panel Discussion Compassionate Coaching
Sell To People With Power On the TeleSmart 10 Download our PDF’s Top Trends of Inside Sales Ready, Set, Coach FAQ |
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Compassionate Coaching
Coaching is key. Statistics show that performance greatly improves after a coaching session. So why isn’t this happening enough in inside sales today?
Team Members
As they say, the more you put into something, the more you get out of it. That’s what compassionate coaching is all about. If you are defensive, apathetic or rigid, you will not learn or grow from your coaching experience. If you approach a coaching session with the freshness and curiosity of a new experience, you will walk away with skills that can change the way you work for the better. Remember, you are working with a manager who has invested in your success so take advantage of coaching to help you grow and reap the rewards that come with excellence. Download our Ready, Set, Coach FAQ on how to prepare for your coaching session.
The compassionate part of coaching is your ability to listen to your team members and understand their personalities and what motivates them. Learning how to provide feedback in a positive tone that encourages change versus a negative manner that paralyzes or discounts their talents can damage your team members’ performance and productivity. Listen to Managers Sound Off. 2007 Sales Kick-off and Sales ConferenceInvite Josiane Feigon to speak at your next sales kick-off or sales conference on the popular Stop Selling to the Wrong People topic. Stop Selling to the Wrong People explores the shifting hierarchical power structures of today’s corporations. It shows salespeople that Directors, Managers, and Consultants—whose titles may impress—are all too often simply gatekeepers or “No-Po’s” with No Power and No Potential. Start 2007 the right way by teaching your salespeople how to bypass powerless gatekeepers and navigate up the hierarchy to connect with the real decision makers. For more on this topic, listen to the Sell to People with Power SalesRep Radio Interview at http://www.audionewsletter.com/salesrepradio/100906.htm. |
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Certify Inside Teams on the TeleSmart 10 Methodology What do Apple, Cisco, VeriSign, Agilent, Harte-Hanks, and EMC's Documentum all have in common? They've certified their inside sales teams on the TeleSmart 10 system. Your Inside Sales Rep will generate more revenues and will stop selling to No-Po's once they develop the results-oriented TeleSmart 10 skills. Listen to learn more about how it works by downloading an interview. Whether you are calling on installed base, complex enterprise or transactional business, our TeleSmart 10 methodology is compatible with them all. Contact TeleSmart Communications at 415-759-6537, or send us an email. TeleSmart’s Train the Trainer Certification Program Attention Sales Training Directors and Managers! Now is the time to add our TeleSmart 10 program to your certification resume. Our TeleSmart 10 methodology is the only program exclusively designed for global inside sales teams and complements the field training programs you already have in place. |