Jan 29, 2015 By Josiane Feigon

10 Ways to Sell to Your Millennial Decision-Maker

This is an excerpt from the 15 in 2015 Inside Sales Trend Report. Meet your new decision-makers with power: People born between 1981 to1996 will be the majority of the workforce by 2025. This ambitious and driven group simply doesn’t see any boundaries when it comes to moving into management... Read More

Featured, Sales

Dec 08, 2014 By Josiane Feigon

4 Ways to Avoid Catching the Holiday Unproductivity Bug

My calendar is filling up this holiday month — cocktail parties, happy hours, art openings, out-of-town friends, and even baking dates. During the holidays, we become super-sized taskmasters: we plan, we shop, we party, we watch, we eat, we share...Oops, did I forget something? Oh yeah, we sell —... Read More

Cloud, Featured, Sales, Work

Dec 01, 2014 By Josiane Feigon

8 Tips for Sales Managers to Correct Their Own Behavior

When their teams don’t meet expectations, managers often just want to press “refresh” and get a whole new team. But sometimes the problem isn’t with the team so much as it is with how the manager is managing. This is the year for managers to hold off on pressing refresh for their teams and start... Read More

Nov 10, 2014 By Josiane Feigon

Do Movember Participants Make Better Salespeople?

“Hey dude, I like your ‘stash.” No, it’s not what you think — that’s code for appreciating a man’s fine looking and well-groomed mustache. That’s right, it’s Movember!  This organization raises awareness and funds for mens’ health issues, specifically prostate and testicular cancer. For... Read More

Events, Sales

Oct 31, 2014 By Josiane Feigon

In the World of Selling, What's Behind the Mask?

Did you know that people will spend $7.4 billion on Halloween costumes this year? And $350 million more on costumes for their pets? Halloween is one of my favorite holidays—I can be anything I want to be, I can pretend, hide behind a mask and take on a new character inspired by my alter... Read More

Featured, Sales

Oct 20, 2014 By Josiane Feigon

15 Things Sales Teams Can Learn from will.i.am

I'm a big will.i.am fan and have been for over 15 years — especially when he was in the Black Eyed Peas. He is a huge force of talent that doesn't stop: singer/songwriter, composer, record producer, disc jockey, voice actor, entrepreneur, businessperson, fashionista,... Read More

Dreamforce, Sales

Sep 22, 2014 By Josiane Feigon

How to Provide Inside Sales Training for Millennials [INFOGRAPHIC]

I’m scaling my training down, down, down these days—two days is too much, one full day is still too much, and a half-day still seems challenging. I regularly get requests for a one-hour training. But what I’m realizing is that it’s not the length of the training, but how it is delivered. As I... Read More

Sales, Small Business, Social

Aug 26, 2014 By Josiane Feigon

Are We in an Era of Eroding Customer Service?

I can’t help it—I still like to roll down my window when I’m driving and ask someone for directions. I also like to ask the server to recommend something when I’m ordering in a new restaurant. And I always ask the salesperson if the nearest register is open so I can pay for my... Read More

Customer Service

Aug 25, 2014 By Josiane Feigon

Great Prospecting is One Part Persistence AND One Part Creativity

The ability to stay creative in sales is incredibly valuable, but is it being overshadowed by persistence? Inside sales organizations often focus on persistence and with good reasons: A few now-famous studies once showed that only 2% of sales happen after first contact, with over 80% occurring... Read More

Sales