• 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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Break your BIG problem into a LITTLE solution


Often sales managers and leaders give direction that is less than crystal-clear.   Need examples? Here are a few that are often heard on the sales floor: sell more, set more appointments, call more people, and find new customers.   These broad directives aren’t something the logical brain can wrap itself around.   > Sell More? The inside salesperson’s logical brain has more questions than it can contend with. More of what, to whom, and how?   Instead, answer those

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Sales Takes Mental Flexibility


I had a glimpse last week into what it looks like when people lack mental flexibility. Overwhelm, anger, frustration, and an inability to figure out a different way to get the result they were looking for OR an acceptable alternative. I’ll admit that I had to look up where this quote came from (and hadn’t heard the last part before today) but always thought it applied to sales; “If plan A doesn’t work, the alphabet has 25 more letters –

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Is it just an inconvenience?

Last week travel plans were COMPLETELY messed up for my family. My parents were set and ready to take a train down to visit my brother in the Florida Keys. Disaster hit in Philadelphia – before my parents started their journey. There are no words descriptive enough for us to understand; the terror people felt, the horror, shock and sadness. As we were trying to figure out an alternative, we were in Amtrak’s lounge in Penn Station and had the

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When a prospect doesn’t say NO but can’t say YES right now

Computer keyboard with yin yan key

I was having an interesting conversation with a sales development rep and something came up that turned into a bit of a project. What’s the plan when the prospect doesn’t say NO but they can’t say YES right now. There is a crazy balance that comes into play as you create your follow-up plan. > you don’t want to become a sales stalker YET don’t want to miss the opportunity for the prospect to say yes > as the SDR

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A “to do” list isn’t the same as a Priority List


There is an important distinction between a priority list and a “to do” list. Priority according to Mirriam-Webster is “something that is more important than other things and that needs to be done or dealt with first.” Instead a “to do” list are things that need activity, without regard to their importance. Both will help you be successful, but the majority of people don’t differentiate. They believe if it needs to be done, it is on the list, and therefore

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