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Josiane Feigon

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President, TeleSmart

118 points

Josiane Feigon is the founder of TeleSmart Communications and is recognized as one of the world's leading experts on sales. For over 20 years she has provided consulting, coaching, and training solutions for hundreds of Fortune 1000 companies, including ...

Josiane Feigon is the founder of TeleSmart Communications and is recognized as one of the world's leading experts on sales. For over 20 years she has provided consulting, coaching, and training solutions for hundreds of Fortune 1000 companies, including Cisco, EMC, Genesys, Oracle, Hewlett-Packard, and VeriSign. Her book, Smart Selling on the Phone and Online is the #1 selling sourcebook for inside sales.

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Feb. 2, 2012

Josiane Feigon and 5 other people answered this question

What are the best resources to learn about social selling?

Thanks for the mention Craig and I agree w Matt on some of his top social selling gurus- I would add Mike Stelzer, Brian Clark, Rich Brooks, Brian Solis and the Hubspot folks to this list. Also, the Small Business Success Summit is happening now ... more

Dec. 28, 2011

Josiane Feigon and 12 other people answered this question

What is your top sales prospecting tip for 2012?

Prospecting will take on a second life with:
1. New sales productivity tools that complement and enhance the existing (phone and email) tools - more social engagement in presentations w video and appointment confirmations through texting.
2. Building high octane momentum to maximize the few ... more

Lead Generation

Marketing Automation

Dec. 19, 2011

Josiane Feigon asked a question at this roundtable

Sales Training Blunders of 2011 [12/19 @ 11 am]

What happens when the CEO gets up and "sets the tone for the training"?

General Management

Dec. 13, 2011

Josiane Feigon and 5 other people answered this question at this roundtable

Sales Training Blunders of 2011 [12/19 @ 11 am]

What are some of your worst sales training stories?

You Rock!!
This is a fantastic story and I actually had you in mind to moderate this fun panel discussion. We'll make sure to share this with everyone.
Hope all is well-
Josiane more

Sales Management

Dec. 1, 2011

Josiane Feigon is speaking at this roundtable

Inside Sales: The Year in Review and Predictions for 2012

Oct. 27, 2011

Josiane Feigon asked a question

Why is our customer mad as hell and they're just not going to take it anymore?

Customer Service

Oct. 27, 2011

Josiane Feigon answered this question

What sales training blunders have you witnessed first hand this year?

I'm so excited to present this fun topic with Lori- especially when we can check our ego at the door and laugh at some of these blunders.
This session will be a "behind the scenes" look at what happens when it's showtime for us and ... more

Sales Enablement

Sept. 30, 2011

Josiane Feigon and 5 other people answered this question at this roundtable

Modern Sales Management: How the Best Sales Managers Thrive in Today’s New Environment [10/6 @ 11 am]

Why will the number of salespeople in the US go from 18 million to 3 million by 2020?

I know this is a disturbing fact but I believe this will be a reality. Today's Customer 2.0 is independent, they like to self-educate, will listen to what their peers have to say and engage much later in the sales process. They will buy based ... more

Human Resources

Sept. 30, 2011

Josiane Feigon is speaking at this roundtable

Sales Training Doesn't Work - Unless You do THIS

Human Resources

Sept. 28, 2011

Josiane Feigon and 24 other people answered this question

Why don't more sales organizations invest in sales training courses?

These rich answers are so compelling - I'm in good company:-)
I believe that more and more organizations are stepping up their sales training investment more than ever because they realize they can no longer sell the way they did and still survive.
They seem to ... more

Sales Management

Sales Organization

Sept. 28, 2011

Josiane Feigon and 8 other people answered this question

As a sales rep, what gets you through a day full of rejections?

I agree with what Mark Hunter suggests - and I believe good salespeople are the ones who really know themselves and have the tough skin to understand that rejections are learning opportunities for further development. more

Sales Management

Sept. 28, 2011

Josiane Feigon and 6 other people answered this question

How do you use Twitter for outbound sales prospecting?

Great example Trish- you are a confirming that Prospecting 2.0 is about listening for trigger events and meeting prospects through their lens and not ours. Twitter is a great research tool which leads to intelligent prospecting because you can incorporate something you know about them. ... more

Sept. 28, 2011

Josiane Feigon and 3 other people answered this question

Inside sales training: How long should it take for an inside sales rep to make calls?

I agree with Ken as inside salespeople need to hit the phones/emails early and often. If they can listen to audio recordings or peers on the phone, that is a good start but after that- get on the phones/emails to set the right sales momentum ... more

Lead Generation

Sept. 28, 2011

Josiane Feigon and 7 other people answered this question

What are the key components to an optimal inside sales training/onboarding program?

Hello everyone, I'm in good company and would like to weigh in on this very important topic.
I believe that building a sustainable sales training culture requires deeper attention to the entire inside sales organization. It must live a longer life and insert itself into ... more

Sept. 28, 2011

Josiane Feigon and 2 other people answered this question

What are the 3 most important things to say/convey in a voice mail to a prospect?

Wait, isn't voice mail dead?
Voice Mail messages should be short- 30-second commercial and include the following:
1. Who are you- introduce yourself and the name of your company
2. Why are you calling- what is your call objective
3. Information Integration- include what you know about them
4. ... more

Feb. 18, 2011

Josiane Feigon and 6 other people answered this question

What are the major differences between managing inside sales reps versus outside sales reps?

The requirements and charter of these two types of teams are drastically different and managers much understand this instead of jumping in and closing their deals. Some differences:
The inside teams are the tactical titans- focused on data, metrics, volume of contacts through campaigns, keeping ... more

Sales Management

Jan. 17, 2011

Josiane Feigon recommends this answer by Alan Dash

Cold Call "Worst" Practices: What's the worst cold-call techniques you have experienced?

....someone that comes in without doing their homework.....I don't mind cold calls,..,..,..in fact, as an innovator I like them. I want to see what you've done and where you are today. I welcome that.
What I don't like is someone that comes in and 'tells ... more

Nov. 15, 2010

Josiane Feigon and 21 other people answered this question

Teleprospecting Best Practices: What are your 3 tips for successful teleprospecting?

1.Put together a good target list/vertical/title-specific
2.Increase your tool IQ and combine VM+EM for greater response
3.Learn about the Customer 2.0's shopping and buying habits more

Oct. 5, 2010

Josiane Feigon and 5 other people answered this question

Customer 2.0: What does it mean to you?

I am that Customer 2.0 so it's easy for me to speak on this topic because I know their pains and even know why they are "mad as hell" (today's blog post) and they are not going to take it anymore- mainly because they don't ... more

Sept. 27, 2010

Josiane Feigon and 6 other people answered this question

Shoud I be listening to my reps calls?

yes- definitely- absolutely.
Everyone has brought up some excellent points in support of listening and spending time with reps on the phone.
Unfortunately, "listening in" has gotten a bad rap because of inexperienced managers who reacted negatively on this.
Inside sales is a lonely and ... more

Sept. 27, 2010

Josiane Feigon and 1 other person answered this question

What are the key components for training inside sales people?

My very favorite question and my very favorite topic. Training Inside Sales team members- especially at a time when these teams are being noticed and the expectations for success is more than ever. Here are my suggestions:
1. They must have training dedicated exclusively for ... more

Inside Sales Reps

Inside Sales Trainer

Inside Sales Training

Sept. 24, 2010

Josiane Feigon answered this question

How often do you run promotions/contests for your inside sales team?

Keep up the cheerleading spirit and don't give up. Motivating salespeople requires constant attention and creativity. Money is definitely not the only motivator. When contests and incentives get stale is when we haven't done a great job at
understanding the team morale, clearly communicating the ... more

Inside Sales Reps

Motivate Salespeople

Sept. 24, 2010

Josiane Feigon and 6 other people answered this question

Tips for scaling an inside sales organization?

Great answers from consultants that charge good money for these answers:) Whatever you decide to do, take a stand on inside sales. If you end up hiring 2-3 and they don't have a dedicated manager, the organization will get lost in the shuffle. Build it ... more

Inside Sales Reps

Sept. 24, 2010

Josiane Feigon and 3 other people answered this question

How long should I expect before a new hire starts calling in inside sales?

Great feedback and strong points everyone brings up as I agree that it depends on the talent, the product/service, the market, the territory, and the new hire. It's also important to consider the type of training they will be exposed to. Too many companies pump ... more

Sales Recruitment

Following 28 Topics

Email Marketing

General Management

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Lead Generation

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Sales Management

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