• 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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5 steps of HARD pre-work for easy call success


As inside salespeople I’m sure you know all about the research: > 9 to 12 “touches” before you’re remembered > voicemail combined with email is more effective than either alone. Yet have you done the PRE-work to make yourself more effective AND efficient? EFFECTIVE: If you are leaving the same tired voicemail and sending a boring self serving email – the number of times you call is irrelevant! EFFICIENT: If you are deciding what to say individually for each call,

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Asking vs. Telling for inside sales leadership success


There you are kicking back at the end of a long week, feet up and smiling. Then you wonder what made this week so different from all the others. Which is when you realize that you have your inside sales team to the point where you are asking more questions than you are telling them what to do. Palm to forehead, it hits you – just like sales success, inside side sales leadership success comes from asking vs. telling. You

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Are you tooting your own horn?


“If you done it, it ain’t bragging.” ~ Walt Whitman I do believe that Walt Whitman was right! Yet how we convey a message in sales is probably more important than what we are saying. Instead of tooting your own horn to share what you do… share what you’ve done! Tell Stories about actual customers, using actual results. > Saving someone $8,903 on a project > Decreasing time from a full day down to 30 minutes > 19% increase in

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The Ego Fallacy to demonstrate leading & managing

The Ego Fallacy

I’m sure you already know that you lead people and manage tasks & things. The confusing piece is that in a real work scenario, most of the time you have to lead and manage simultaneously. Which is where The Ego Fallacy comes into play “You have to manage a salesperson’s ego.” That is just crazy! Ego is someone’s view of themselves. You can’t manage that. You can lead a salesperson to hold up their metaphorical ego mirror and bring them

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Are you measuring in minutes?


Inside Sales tends to be measured in minutes. 480 minutes is an 8 hour day 120 minutes is 25% phone time 158 minutes makes your talk time 33% 192 minutes brings it to 40% customer contact What if you measure the reverse? 25% phone time makes 360 minutes or 6 hours to do other things 33% talk time gives you 5 hours, 22 minutes for “doing” stuff 40% customer contact leaves 4 hours, 48 minutes When you are measured in

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