• 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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Sales isn’t ONLY about prospecting!

“This weekend I terminated my accounts with both EE and William Hill. I’ve been with EE for 15 years and William Hill for three yet they both let me walk, no fight, no fuss and no “What’s wrong?”. Please, can someone tell them, it’s about your CURRENT customers, not just NEW!” ~ Dannielle Harris, Head of Sales at alldayPA When I read this post I got to thinking about how sales organizations talk about things. With a huge focus on

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what successful people do

“Successful people do the things that unsuccessful salespeople fail to do.” ~ David Sandler I think that this is so important and critical that I’m going to repeat it. “Successful people do the things that unsuccessful salespeople fail to do.” Nowhere in that quote does it say that the successful people like to do the activity, want to make the behavior into a habit, OR enjoy whatever it is that they are doing. It only says that they do the

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The Sales Leader’s Problem Solver by Suzanne Paling

Suzanne Paling came out with The Sales Leader’s Problem Solver earlier this year. I’ve been reading chapters as the mood strikes me. I should say, as a client runs into a problem that sounds like the chapter heading. Each chapter addresses a problem that sales teams face. They start with a story and move into solution seamlessly. The great part is Suzanne takes each story and breaks it down into the actual problem, gives consultative ways to address it, PLUS

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time to stop waiting & start doing

In the past few weeks I’ve had conversations with multiple salespeople at different companies and all have been stuck in waiting mode. Not that they aren’t working. Yet for each person, SOMETHING is pushing off their normal activity level and has them almost paralyzed. Things like; > knowing the PO is on its way for a deal that will almost double her sales production for the year > having a trade show that typically brings in LOTS of leads in

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Are you doing anything to be your best?

In 9 days the AA-ISP (American Association of Inside Sales Professionals) is hosting it’s 2017 Leadership Summit in Chicago. Suzanne Palin’s The Sales Leader’s Problem Solver came out earlier this year. There are probably millions of blog posts on sales leadership. There are lots of ways to learn about leadership and management. Yet without action – information doesn’t become useful. Hence today’s question: Are you doing anything to be your best? > When you return from a conference, come back

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