Inside Sales Professionals
Generally, I try not to generalize. But this morning when I slid open the door to the “flight deck” and watched yet another Cirque du Squirreleil act (leaping from an upside-down position on a slick, tubular, suspended bird feeder 10…
One should always hesitate before pronouncing something "the best," and be even more circumspect before saying "the worst." But what the heck? The worst thing I hear reps say to open a cold call is "Did you have a chance…
In Part 1 of this blog series, I defined the methods that a business — through its salespeople — can use to get to know its customers: the zero-advantage public information sources; the one-way communications of advertising, focus groups, and…
Businesses have never really known their customers. Salespeople have. And salespeople are, by and large, rather autonomous. They keep what they know to themselves. Surveys can only tell you so much, and almost nothing about your prospects. Focus groups aren’t…
It’s April, and that means the Great American Pastime is underway for the 148th time. That 148 years is a clue that I’m talking about baseball, not the ever-popular participation sport of staring at your smartphone as you cross a…
In Part 1 of this blog, I recounted the tale of two teams of sales reps who went from a highly successful Intensive Test Drive with ConnectAndSell Lightning™— in which they learned to use the tried-and-true Breakthrough Script, pioneered by…
In Part 1 of this blog topic, I posed a question. If Chef Andrew’s 1-hour-and-42-minute walk to work at the famed Edinburgh restaurant 21212 is longer and more strenuous than Chef Alicia’s 46-minute commute to 21212 — a train ride…
The “cold calling is dead” debate can get pretty lively, with surprising insights occasionally emerging from the endless back-and-forth. One such insight, for me anyway, came from reading the responses to a simple question: “Why is cold calling so controversial?”…
March 20, 2017, was like Christmas morning for me. Gordon Tredgold had committed to slide into the ConnectAndSell sales cockpit and hit the accelerator. Gordon, the self-professed “patron saint of hating cold calling,” was going to cold call! I had…
Like everything else since the advent of social media — and maybe since the invention of broadcast media — the question of how to structure and run a sales organization has become both a practical and a religious debate simultaneously.…