Josiane Feigon

The Customer 2.0 wants a healthy buying relationship

I finally bought my car and have been suffering from buyer’s remorse ever since. It’s not that I feel guilty about spending large amounts of money (maybe it is) but the treatment I received from their salespeople. I’ve spent my entire career in sales...

Double Trouble in a Double Dipping Recession

I have this rule when I shop- no double trouble. No matter how much I like something, I never buy two of the same things- not even in different colors. This applies to tops, pants, skirts, jackets, shoes, and other clothing. I say this...

Do’s and Don’ts when selling to crazy-busy prospects

My friend Snappy, that would be Jill Konrath, the author of the wildly successful SNAP Selling book. I’m super impressed that Jill is branding this ”crazy busy audience” for everyone to understand how we must adjust our sales strategies when prospecting this Customer 2.0. Let’s talk about time-...

The No-Po Translator

A few of my single women friends were sharing dating stories and discussing the  inventory pool of eligible men. One friend was curious about two guys she had recently met. She described him as saying ”he didn’t want to complicate things in a relationship.” My other friend...

The Superpower of Sales Hunters

There are lions and tigers out there- especially when it comes to inside sales hunting talent. I’ve listened to a few calls lately and just when I was starting to think that hunting was a lost art, I’m convinced otherwise. Sales skills can be taught...

Retaining or Restraining Customers?

I absolutely cringe every time I have to walk inside a bank. Come to think of it, I used to work in a bank. Back in the day, I got my start working as a bank teller at Home Savings and Loan in Studio City. You...

Is Sales 2.0 Just a Trend?

In my twenties, I worked in the fashion industry; aka the “rag business” or the “schmatta business.” It was a fun and glamorous career- especially when you are young, want to make big money, party a lot, never wear the same thing twice and...

Being on Facebook is like watching the big oil spill

Watching trends is one of my favorite things to do and when you sprinkle a little intuition in there, you have the makings of some fairly accurate predictions and forecasts. Each year, I write my hotlist of what’s in/out and trend reports. Since the...

Scheduling 2.0- Protecting your Time

“Meeting Request” “Appointment Request” “4 Minutes of your Time this Week?” “Can you jump on a call now?” These are all subject lines that seem to work in today’s rushed, distracted, crowded multi-talking working environment. They work because they are simple and they suggest immediate…

It takes a village to build an org chart- DiscoverOrg can help

Building org charts is fascinating and incredibly valuable. Everytime I engage with a new client, I ask them to send me their org chart. At first, what looks like a bunch of names, later becomes people with history, family, personalities, stories, needs, wants, budget,...

It’s about time you got smart about your writing

The only way a salesperson will survive in this Sales 2.0 landscape is if they can write. What used to be the “gift of gab” in sales is now the “gift of the written word.” Everything you do in sales requires you to write-...

AA-ISP Leadership Summit- Day One

I’m in Minneapolis at the AA-ISP Leadership Summit and it’s great to have a conference dedicated exclusively for inside sales professionals. This is the place to be if you want to be among the who’s who’s of this conference. Today was packed with incredibly valuable information delivered...

The Fall-out Factor

When I sold my house last year, it wasn’t until the final hour until the house was really sold. There was a time when being in Escrow meant your house was officially sold and now that’s not the case. That’s why we are experiencing...

Call Activity Gets a Makeover

Never has there been so much confusion on call activity within inside sales. While managers are busy calculating the best call tracking metrics, reps are pulling in longer work hours than ever before  . . . and everyone is wondering why the phones aren’t...

Telephone Sales Gaga

The phone has lost it’s mojo throughout these years and it’s not the first thing one does to initiate any type of communications-which means it is no longer the primary business tool. Today I sat in my Vistage group, a professional group of entrepreneurs...

Smart Selling girls just want to have fun

I’m having a great time working with Nancy Nardin, CEO of Smart Selling Tools. We are writing an eBook together on Smart Selling Tools for Inside Sales 2010 because we believe since inside teams drive up to 50% of a companies revenues and have...

Sales 2.0 Conference, Day Two- My Favorite Sessions

I attended two fantastic sessions at the Sales 2.0 Conference on Tuesday, the first was the Sales 2.0 Training panel discussion and the second was the Social Networking & Sales presentation. I went to the Sales 2.0 Training session prepared to hear about how sales...

Sales 2.0 Conference, Day 1- The Good Bad and Ugly

I’m not going to write up a detailed review of each event- that’s Geoffrey James’ from BNET’s job which he does very well. Instead, I will share my honest opinion about my first day experience at this sold out conference. The good- Forget preparing an elevator pitch when...

The Sales 2.0 Alliance- The Welcome Committee

The Sales 2.0 Conference is alive and kicking, great turn out today and wonderful to connect with old friends. Gerhard and Umberto delivered their keynotes in front of a crowded room @ the Four Seasons in San Francisco. Four years ago, Sales 2.0 was just a...

Sales 2.0 Conference is here to stay

Sales 2.0 Conference is SOLD OUT!  Cool news- we’ve come a long way in spreading the Sales 2.0 wisdom all these years. When I first started blogging, I didn’t know much about Sales 2.0 but knew the sales profession was in the midst of...

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