Basketball legend Michael Jordan always wore his North Carolina shorts under his Chicago Bulls uniform. The sometimes controversial David Beckham would throw away one can of Diet Pepsi if he had 3 because he liked even numbers. Wade Boggs, a…
Are you planning to attend the biggest inside sales gathering of the year in Chicago? On April 21 - 22, the biggest names in Inside Sales will all be together in one room - to share what's going on in…
The Non-Supportive Buy Cycle is the most powerful and the second most common weakness we find in salespeople. This weakness alone will not cause a ‘do not hire’ recommendation.
In a recent blog post, one of Jim Keenan's clients shared an enlightening quote: The longest distance in sales is the distance between the lips and the pen In other words, a simple "Yes" doesn't mean a thing until you…
Should you outsource your lead development or should you let someone else do it? Isn't that the age-old question every business has to ask? Here's actually a simple answer: you should focus on what you do the best and outsource…
I’ve worked in sales in different capacities over the last 10 years. Prospecting, and or cold calling via the telephone has been something that I’ve enjoyed doing over the years, nothing can replace the value of a live conversation. I…
Last month, our CEO was "enjoying" his time helping out as "interim CFO" and focused on important things like collecting cash from past due clients, and tightening up the receivables. To which he helped us turn the ship so fast that…
Every year, the American Association of Inside Sales Professionals asks for members (and non-members) to vote on the Top AA-ISP Members in several categories. Until now, there has never been a "cheat sheet" for ideas on who to vote for.…
Let's be clear: Sales itself is not easy. But, these tips are simple to understand and implement. Let me explain them, and read to the end for 4 special BONUS tips! 1. Always thank your prospects and clients for their…
Hello World!! My inaugural post was sparked by the provoking post circulating around the sales community – Brian de Haaff’s “Why This CEO Will Never Hire Another Salesperson”. My primary goal is not to argue whether I agree with his premise…