Inside Sales by Design

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They Need your Energy

Was a statement I heard about two years ago. Sometimes, we feel the need to subjugate or hide ourselves, our ideas, our sense of humor, our wit, our light. And I’m here to remind all of us, that we’re better collectively together. When our thoughts, ideas, sense of humor, our selves, are shared.

I’m not saying we should be the loudest in the room or not listen. We need to maintain our humility and treat everyone with respect, however, we also need to bring our energy to our teams, our kids, our partners, our spouses, our family. Develop and grow situational awareness and bring it!

 

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Normal isn’t Optimal

I came across this little gem of a phrase a couple months ago. And it really resonated with me. I think, because, we all strive for a normalization perhaps. In working with teams, I get asked a lot about industry benchmarks, trends, what are others doing. There is value in benchmarking our efforts against a standard, I get that.

However…..

Normal isn’t optimal. As we move forward, take action, see results, we need to keep in mind that our metrics and our version of “good” will most likely look different than the standard. The goal isn’t to be normal, the goal is to have a highly optimized system in place so you, your team, and your company can run at an optimal rate.

What do you need to look at today and optimize?

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The Art of Conversation – focus on delivering value

Good Morning,

I hope you’re all doing well and adjusted to working from home. Part of our discussions have included creating talk tracks, words, etc. and given the current climate, now is a good time to triple down on the fundamentals, review our talk tracks, and press onward in a thoughtful way. I recorded The Art of Conversation™ to capture these concepts we’ve covered together during our discussion and put the presentation online. And right now, I’m sending it to everyone to use with your teams.

If you’re interested, here are some recommended next steps:

  1. Have you and your team register for the course – https://isbd.teachable.com/courses
  2. Watch the ~30-minute video (either separately or host a watch party)
  3. Come together as a team on video and craft some updated and/or new talk tracks
  4. Capture those new/updated talk tracks in your playbook or another shared space
  5. Practice, practice, practice
  6. Get back on the phones, emails, LinkedIn, video messaging, etc.

And if it would be helpful, I’m happy to participate in a 30-minute coaching session with your team, let me know….these are interesting times and we’re all in this together!

Be well everyone and talk soon,

Dionne

Dionne Mischler

CEO & Founder Inside Sales by Design

Dionne.mischler@InsideSalesbyDesign.com

949-505-2867

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Titles Carry Expectations

There’s a trend right now, and perhaps there always has been, of switching up titles. Here’s the thing, whatever your title is, it carries expectations, both good and bad. If someone sees an email or gets a call from a self-identified sales person, there is an immediate thought process of ‘Oh crap, how can I get out of this as fast as possible.”  The essence of a title is to convey meaning, it’s short hand for what to expect.

The beauty is we get to behave into those expectations to bring about a positive experience.

As a sales rep, we have the opportunity to delivery a great experience to whomever we’re talking with. To change the expectation of the customer from “I’m getting sold”, to “That person really helped me.”

As a leader, our title can also be barrier. People can be afraid to approach us for a variety of reasons. As a leader, we have the opportunity to put people at ease and create an environment where people are heard. Own it.

Keep in mind that we have the opportunity to use our behavior, voice, and approach to let our identity shine through in spite of and despite our title.

What behavior are you going to bring today?

#mindset #winning #

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Why Declarations are Powerful

Declarations are powerful because they convey our intentions and expectations all at the same time. Think of the Declaration of Independence. If you haven’t read it lately, I recommend you do so. Thanks to my 5th graders, I had that exact opportunity. That document is powerful because it declares independence, even though it was years before true independence reigned. Other examples of declarations:

  • This day is going to be awesome
  • This call is going to go great
  • Our meeting is going to bring more business in
  • Our presentation is going to resonate with folks

What do you need to declare today? Make it a good one and be BOLD!

#winning #mindset

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Managing v. Leading – A Primer

https://www.facebook.com/InsideSalesbyDesign/videos/831390817341534/

Access the full course here – https://isbd.teachable.com/p/managing-v-leading

The course is ~30 minutes or less and you’ll leave with some great next steps and ways to become a better leader.
The feedback from folks that have heard this talk say: “Thank your for the reminders”, and “This is a great starting point for me in my leadership career!”.