3 Questions Customer Service Agents Should Be Asking to Generate Revenue
In the past few years, the number of touches required to make a sale has more than doubled. In 2017 the number was under 4, and in 2020 we talk […]
Are You Having Race Discussions At Work?
Open Bars may be my new favorite thing. 😲 A new monthly feature for our “Friends of Factor 8” Community, this private executive-only forum is a place to learn from […]
What’s Working? Top Tips from Sales Leaders
My third post in a series following our “Friends of Factor 8 Open Bar” with top leaders across multiple industries, this post will share the top tip that they brought […]
What I’ve Learned (So Far) & Actions Leaders Can Take
It’s a crazy time to be an American right now, but a great time to lead a team. I’ve learned a LOT in the past few days. My goal is […]
Tips for Selling Right Now
Last week I shared the rough stages we’re seeing in companies’ responses to COVID-19: —–somewhere around the present day ———- In May, we heard from our Friends of Factor 8 […]
20 Reasons to Call Your Customers Now
Whether you’re an experienced virtual seller or just getting your “inside legs” after transitioning from face-to-face field selling, we all need more reasons to call our customers. This is because […]
How to Show Empathy in Sales During COVID-19
Everyone’s talking about selling with empathy right now, but truth be told I’m not seeing it executed extremely well. Here are some quick tips I’ve pulled from our Expert Listening […]
How Do I Sell If I Can’t Meet My Customers?
If you’ve been carrying a bag for a while, I’m going to be honest. The transition to “virtual” sales or inside sales can be rough. It feels like a wall […]
Tips for Successful Sales Rep Onboarding
When I was in corporate America leading training organizations, my “white whale” was onboarding. I built programs, I improved programs, I chased the ever-elusive perfect new hire training experience. Pretty […]
How Do You Transition From Field Sales To Virtual Engagement?
If you’re a seller whose “office” is face to face with your customers, you may be experiencing tougher times than the rest of us. Your world was full of vibrant […]
How the Hell Do I Prospect Right Now? Part 2
In part 1, we talked about call planning. I hope you’ll check it out here as your outreach depends on getting to the right people with the right questions. Outreach […]
How the Hell Do I Prospect Right Now? Part 1
I can smell fear. You can too. And if we’re being pressured to produce pre-pandemic numbers I can smell the source. But if it’s leading to mass cold outreach and […]
Why You Should Focus on Virtual Sales Training When You’re Not Selling
I’ve loved hearing about leaders using this time of unreturned calls and stalled deals to sharpen the saw with their teams. Sure we’re all apprehensive, but so much is out […]