• 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.......

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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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There is no urgency without priority


Hey, listen up; you can’t create urgency if you – the salesperson – don’t know their priorities! Overheard…”if I could just get the PO, it would make my year, but they don’t seem to care when this happens” *sigh* Salesperson #2 “did you offer them free XYZ?” Salesperson #1 “yes, still nothing” Salesperson #2 “how about ABC?” Salesperson #1 “yup” Salesperson #2 “did you try JKL?” Salesperson #1 “I did and got no reaction” I had to jump in (yes

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Numbers can be emotional!


Numbers can be an emotional thing! If you add up the numbers in red, the total is only $2,000 higher than the numbers in blue. The top line is quarterly quota for one of my coaching clients – it freaked her OUT. The blue numbers are the goal she had set for herself to accomplish, well before her manager shared the quota numbers. Which brought up a question in our conversation. Why does that number make you so emotional (especially

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I’ll look at that later = NEVER


One of the participants in my Create your DREAM territory program, Derrick Tolbert, and I were discussing why it is so important to craft an email message that is about a priority your prospect has NOW and is compelling enough to get them to act immediately. When he commented “if they say, I’ll look at that later – it really means NEVER.” Priority: make sure your message is all about them and all about what is most likely to be

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When is too early?

2014-09-07 18.04.39

Here we are on Monday morning in the Americas and I’m posting a picture of beer. Is it too early? There are conversations that sales leaders needs to have. The question to ask yourself would be – is having this conversation NOW like posting a picture of beer early on Monday morning? Timing: ask yourself – is now the right time? > some conversations need time to decompress afterward – perhaps before lunch or the end of the day would

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Qualify thoroughly to close effortlessly


What you do at the beginning affects your ability to close! In Monday’s Inside Sales Leadership Corner it says “The funny thing is that how we finish is completely dependent on how we begin.” As true as that is for sales leaders – it might be even more of a truth for salespeople and deals. At the beginning, when a new business opportunity is found, how well the salesperson qualifies the deal is directly related to how easily they win.

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