• blogtext
    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.


  • radiotext
    Looking for information and inspiration in bite-size sweet & tangy bits? Then join us for "Sales Coaching Over Coffee"... pour some of your favorite beverage and we'll bring the treats!

    In just an hour a week you can get some great info from me (and my guests) about how to strengthen your sales skills. The goal is for you to leave with at least two things you can take action on immediately.


  • good-stuff
    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!


  • how
    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.


  • Career Maximization

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

    Read More
  • 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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Changing the time on a SMART goal isn’t failure


Never forget; Changing the time part of a SMART goal isn’t failure, only giving up on yourself would be. If the goal is still important; 1. reevaluate the timeline 2. choose one action you can take to move forward 3. do it NOW Don’t give up on yourself.

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Month End #228 – not that I’m counting


It’s funny if you like irony, that on what I figured out was a salesperson’s 19th anniversary (almost to the day) with the company they work for, they said: “Month End #228 – not that I’m counting” Sure, over the past 19 years he has made a good living. Yes, he enjoys working with customers. He is a solid performer who consistently hits his sales targets. YET: Tracking sales for himself and customers takes more time each day than selling.

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Customer Contact Time vs. Responsiveness


I’m not going to lie, it happens to me too. I’ve scheduled myself for 1 1/2 outbound customer contact time. My call list is ready. My script was written. Follow-up email prepared for the double touch point. OK – dialing 1-voicemail 2-voicemail 3-out of office message 4-human (yippee) wrong contact (darn it) referral name (yippee) – transferred to… voicemail 5-voicemail 6-voicemail 7-human, short conversation – right guy, learn more & call back 8-voicemail 9-human, GOT A LIVE ONE! blah blah

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What is your leadership voice? (inspired by @austinkleon)


Back on December 10, 2015 Austin Kleon posted this image along with a blog called How to find your voice which I was reminded of during a conversation with an experienced inside sales manager right before she started at a new company. She made an observation in our coaching conversation that “I need to know what my leadership voice will sound like BEFORE I get there.” The slate was clean, she (to quote Austin Kleon) had been 195 different leaders

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Instant gratification is NOT a time frame


ME: when does your prospect need the information? SALESPERSON: Right away, I want to be responsive. ME: That’s great, what does “right away” mean to them? SALESPERSON: As soon as possible. ME: You didn’t ask when they need it, did you? SALESPERSON: *sheepishly* no. Have you ever overhead a conversation like that? How about been part of one? I know that as inside salespeople responsiveness is drilled into our heads as important. Crazy thing is that the person who decides

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