Tips for Selling Right Now
Last week I shared the rough stages we’re seeing in companies’ responses to COVID-19: Step one was focusing on connectivity (WFH) Step two was focusing on morale and connections (Zoom […]
Where Are We Now? And What’s Next?
In an informal survey of top Factor 8 clients and friends the week of May 18, 2020, our community reported and shared the following: 100% reported sales as down overall […]
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 […]
Call Bridging 101: Paving the Way for a Follow-up Sales Call
Call Bridging is a critical skill if you’re used to face-to-face selling and now working the phones. In my previous posts I talked about call productivity and setting call goals […]
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 […]
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 […]
Factor 8 Team Gets Real
If you’re a long-time friend of Factor 8, you probably already know some of my team – Steve Sharr, Kathleen Liles, Kelly Spencer, Mike Finsel. But you probably haven’t met our […]
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 […]
Tooth Fairy Has COVID-19
Last week the tooth fairy didn’t come to my house due to the Coronavirus. Hey, if a tiger can get it, so can a fairy. Frankly, I’m a bit worried […]
20 Killer (Virtual) Sales Management Takeaways
Belly up for some great virtual management tips folks. This week we hosted OPEN BAR with 5 Friends of Factor 8 sharing advanced remote leadership ideas. Way beyond WFH, these […]
Is It Time For Sales Training?
Should we be doing more or less sales training right now? Let’s talk about why some companies are doubling down on training right now (and some aren’t). We’re all in […]
3 Free Resources For Our Sales Community
I’m proud to share three opportunities to help our community: 1. OPEN BAR: Virtual Selling Expert Forum & Best Practice Sharing An exclusive closed session only for “Friends of Factor […]