• Weekly (at least) postings with tips, tasks, and tools to help you stay focused on developing your telesales skills!

    I welcome your comments - this is a place for us to learn from each other and share our best ideas.

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  • Why don’t I work as hard EVERY DAY as I do the week before I leave for vacation?

    Short bursts of productivity are all most salespeople can handle when putting in extreme levels of focused effort.

    I’ve been studying this phenomenon for almost a decade, and I’ve incorporated it into my practice for the last 5 years. I’ve developed a name for it:

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  • Resources: Links, Lists, Recommendations... top resources for you to become better at sales, telesales, and other "good stuff" for your business success!

    These are some of my favorites - please send along any you'd like to share; we can all learn something new!

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  • Most inside sales organizations freak out when offered full or even half day training sessions. The unease at having people off the phone has pushed us to create shorter sessions: 15 minute quick tips, cram sessions, one-hour trainings, and more. The key is that this method must involve a series of sessions to create behavior change.

    Training combined with follow through coaching is another option, proven to help individuals on your team implement new skills and ideas lickety split.

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  • Career Maximization

    How to transform fresh faces into seasoned, well-paid professionals.......

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  • Person Before Product

    Everything starts with asking questions... Do you know the right questions to ask to...

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  • Telesales Baseline

    Develop your baseline skills while you're preparing for your turn at bat...

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NOW is your time!

Don’t wait for someone to give you the go ahead, permission, or agree with you. NOW is your time, it’s time to take control of your own career. 1. what do you WANT your career to look like? 2. what does it look like? 3. what has to change for #2 to become #1? Now take that what and do something – one step forward. Get going. Don’t wait for the new year, next week, after the holidays. Do something

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email FAIL

I’ve changed the identifying information to protect the guilty. This was forwarded to me by a client who knows my visceral reaction to “Touch Base” (I can’t even type it without cringing) as a joke. There are actually other things I think are more important to mention. #1 – someone has been reading about effective email as it is nice and short without things that will get it trapped in someone’s spam filter. #2 – they THINK they are writing

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Start – Stop – Continue exercise observations

November 16th (not quite a month ago I sent out A Chip off the Block on Look deeper, think harder – a self-reflection exercise. I have to share a few of observations. personal observation: > START – my feeling is that most of us “start” new things with ease, it is making sure we continue creating good habits from the new way that becomes more difficult. > STOP – wow this is both difficult and feels great! Difficult with things

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Inquiring inside sales minds want to know…

“I get 100 sales calls a day and answer maybe 5” ~ ACTUAL customer comment No you aren’t shocked. No you aren’t surprised. What your inquiring inside sales mind wants to know and will find interesting his method: 1. doesn’t answer if he doesn’t know the #, 2. doesn’t bother if they don’t leave a vm, 3. deletes if it’s hard to understand them (accent or enunciation), 4. if they mispronounce his name or the company name delete. which means:

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setting objectives is fun – when…

I’ve talked about “to do” vs. priority lists for years. I find that choosing an objective for the day keeps me on track. The key there is that I choose it, set it, pick it for myself. This isn’t something someone ELSE finds important. Setting objectives if fun when I: > choose why it’s important to me. > set the specifics. > pick what the objective will be. Last week I started with what I believe was my objective –

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