August 14, 2008 Time for your Closing Pep Talk- Summer 2008 Stop making excuses about the bad economy, complicated processes and no budget. You’re about to enter one of the biggest closing quarters of the year, and there’s a lot of new business out there. Don’t let your forecasts look as shaky as the economy- it’s time to step it up. Start moving out of old thinking patterns and into new Sales 2.0 innovative thinking: Stop holding on to dead leads too long or procrastinating on contacting the good ones. Prioritize and synchronize your lead generation efforts. Start a robust 9-12 touch prospecting strategy that spans the entire sales cycle with each “touch” having a new and unique reason to connect. Work your Dynamic Duo by synchronizing your phone and email follow-up. Take Email Control! Download our hotlist and find out What’s in and What’s Out in Email- 2008 Mid-Year Report {PDF} and work with your Dynamic Duo by combining your phone and email efforts. Stop accepting no from people who can’t say yes. Remember we are experiencing a No-Po infestation. Don’t get sucked into believing prestigious titles actually carry power. Sign up for our Stop Selling to the Wrong People 2-Part Webinar. Start name dropping and building the 2x2 org chart. Call deeper and wider and create a groundswell among other departments and titles for your solution. Stop assuming you know what your prospects thinks, wants, feels and believes. Chances are they know more than you do these days. Take the time to ask, clarify, confirm and restate. Start taking stronger control of your sales tools. Learn quick and easy ways to make your life easier and help you multi-task efficiently. Stop believing you can farm new business from your installed base, go after net new business and learn how to effectively hunt for the business. Start going after new departments and look to get in with smaller solutions that will eventually grow to a larger product line and more departments. Stop believing vague, fuzzy and short sound byte responses from prospects. Ask precision questions to uncover their hidden objections. Start building your virtual sales team and use the “divide and conquer” approach. You are covering more ground than ever now so it’s time to sync up time zones. Upcoming Book Announcement- Due Fall of 2009 Josiane Feigon is proud to announce Smart Selling from the Inside Out, the must-have skills sourcebook for inside sales. It is written with inside sales insights from the cubicle perspective, check out our Cubicle Chronicles video.   Sell to the People with the Power to Buy- August 21st and September 18th Sign up for our free 2-part webinar from 10:00-11:00am PST. Find out how power changes, hides and shifts in the political org chart. Don’t get stuck with No-Po’s and learn how to spot them and get around them fast. Telephone Prospecting and Selling Report Josiane is a regular columnist in Art Sobczak’s great monthly newsletter, sign up now. Participate in the latest Inside/Telesales Performance Optimization study If you are managing an inside sales organization and want to know how you rank in terms of Best in Class, take this survey and get the comprehensive report in October. Smart Selling from the Inside Out Blog We were once the only sales blog out there and thanks to AllTop, there are so many more. We are proud to be featured in Sales Alltop. Josiane's articles featured in: TeleSmart Communications 1032 Irving Street #304, San Francisco, CA 94122 If you no longer wish to receive the Newsletters please unsubscribe here to remove your name from our mailing list.