Inside Sales by Design

Archives for January 2019

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Why Words Matter In Sales (And How to Use Them)

Watch this 3-part video series from Dionne Mischler on why words matter in sales (and how to use them with discretion).

In sales, words are your greatest ally and your worst enemy. Used correctly, they can persuade and close massive deals. Used improperly, they can sabotage your hard work and prevent your sales team from hitting its goals.

In this first video, Dionne breaks down the importance of distinguishing “No” versus “Not Yet” during your sales conversations. Watch it below.

 

In this second video, Dionne breaks down how to use react and respond to prospects mid-conversation.

 

And in this final video, Dionne distinguishes between using “and” versus “or” during sales conversations.

Contact Dionne to Help Your Sales Team

Ready to get started? Get a meeting with Dionne to discuss how she can help your sales team hold better sales conversations with clients.

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How to Set Expectations for Your Sales Team

Watch Inside Sales By Design CEO Dionne Mischler explain the importance of crystal clear expectation-setting and communication for modern inside sales teams.

The foundation of a successful inside sales organization is clear, frequent communication. When we think about expectation setting, we are really thinking about communication.

At a recent AA-ISP Orange County Chapter meeting, a number of inside sales leaders raised communication as their number one area of focus in 2019.

This is not a surprise. Great sales team communication(internal and external) must be appropriate, effective, and continuous.

It’s also important to remember how titles play into the role of communication. The title you have can be a barrier or a hindrance to effective communication if you are not careful and strategic about how it occurs.

Contact Dionne to Help Your Sales Team

Ready to get started? Get a meeting with Dionne to discuss how she can help you set better expectations and better communicate with your sales team.

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Making Your Sales Kickoff Count

Looking to launch the perfect SKO for 2019? Dionne Mischler explains how.

It’s the start of the new year! Your 2019 sales targets are lined up. Your team is ready to attack. Your game plan is ready to implement.

It’s time to kick things off.

Making Your Sales Kickoff Count

Here is your Sales Kickoff to-do list.

  1. Create a single unifying mission statement for your Sales Kickoff.

The idea here is simple. Research shows that people remember 5 percent of everything they are taught in a single session. You need to give your reps a simple, clear vision for what you’re looking to accomplish in 2019 and expect that they’ll forget the ancillary details.

Your SKO is a great time to cascade your company mission statement to your SKO mission statement. This should be a rallying cry for your people to leave with – one that fires them up.

Most SKOs don’t do this. They are not thought through enough. And while SKOs are meant to be reinvigorating, buoyant, and fun, you need to make sure that your reps also leave the SKO with clearly-defined direction and next steps that they can talk about with their manager going forward.

Make your dollars count. Set your team up for success. Be intentional about establishing your purpose. Be deliberate about who you invite to speak, the exercises you run, and the next steps you create.

I hope everyone has an amazing 2019. I wish you all the best and hope your sales kickoff brings you everything you want it to.

Contact Dionne to Help Your Sales Team

Ready to get started? Get a meeting with Dionne to discuss optimizing one (or more) of the areas discussed above in your sales team. It’s never too late to start – make 2019 the year you get your inside sales team over the hump once and for all!

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Register for the 2019 AA-ISP Leadership Summit

An exciting announcement from Dionne Mischler on the number one inside sales leadership event of 2019 – the AA-ISP Leadership Summit.

Happy New Year, friends!

It’s time to kick off another great year for inside sales! I’m pleased to announce that I’ll be speaking at the 2019 AA-ISP Leadership Summit in Chicago from April 16th to 18th.

2019 AA-ISP Leadership Summit Details

The AA-ISP Leadership Summit is my favorite event to attend and speak at every year for one simple reason – it brings the creme-de-la-creme of the inside sales world together like no other single event on the planet.

Once again, I’ll be delivering a special presentation at the 2019 Leadership Summit, entitled: The Anatomy of an Effective Sales Leader. My presentation will focus on proven characteristics, tactics, and strategies that all effective sales leaders share.

Save $100 on AA-ISP Leadership Summit Tickets

This year, I’m also partnering with the fine folks at AA-ISP to offer a special deal to anyone who signs up early for the 2019 Leadership Summit. Enter the Promo Code Mischler$100 at the event registration page to save $100 on ticket prices.

You can follow event updates prior to and during the 2019 Leadership Summit. Just look for the following handles and hashtags on social media:

If you love meeting and learning from the best-and-brightest inside sales professionals, leaders, and consultants in your industry, then I strongly recommend making the pilgrimage to Chicago this April. Each year, I’m honored and privileged to meet so many wonderful people at the AA-ISP Leadership Summit. I hope to see you there this year as well.

Cheers to a great start to 2019!

Contact Dionne to Help Your Sales Team

Ready to get started? Get a meeting with Dionne to discuss optimizing one (or more) of the areas discussed above in your sales team. It’s never too late to start – make 2019 the year you get your inside sales team over the hump once and for all!