Inside Sales Thought Leadership

Comparing Customer 2.0 to a Bumble Bee

It’s almost the end of summer: barbecues, watermelon, sandy feet, #45 suntan lotion, beach towels, and bumble bees. Or at least getting bit by something. Ouch! Recent studies on consumer behavior have compared it to the flight of the bumble bee. As Erich Joachimsthaler wrote in his Flight of the Bumble Bee article: “Consumers behave… Read more »

Are Inside Sales Folks Really the Early Adopters of Change?

The sales profession has undergone tremendous disruptive changes in the last several years and we’ve always thought that inside sales folks are the earliest adopters of these changes. But are they really? I was intrigued by Ken Krogue’s Forbes piece citing their new research on the Top Inside Sales Challenges in 2015, both at the team and manager level. This… Read more »

True Confessions

I have a confession to make: Book #3 isn’t happening. It’s dead, gone, zero, nada, off the press, completely cancelled. Whew! There, I said it – and it only took me three months to do it. Back story: I spent four months (December 2014 to April 2015) diligently writing thousands and thousands of words, creating… Read more »

The Problem with No-Po’s? They’re Too NICE.

My dad is one of those guys that doesn’t believe in waiting in lines, letting others finish their sentence, or allowing time to pass on a decision. Most times he infuriates me with his insensitivity, and often he mortifies me with embarrassment. He is the classic alpha male in any situation — everyone gravitates to… Read more »

Watch the Wrong People Slip Through the Cracks in today’s Sales Technoverse

Many sales organizations today seem to buy into the tagline of the movie Field of Dreams: If we build it, they will come. If we point a variety of specialized teams at customers, and give them the best and newest social, marketing, and data tools, customers will come flocking to us. It’s easy to see… Read more »