• 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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Are you paying attention to the words you use?


From what I could find online it was a University of California, Los Angeles study that came up with the communication pie chart: Verbal 7% Vocal 38% Visual 55% Which brings us to a question I was asked recently: Why do you think language is so important – if it is only 7% of communication? There are three reasons that came up in my answer. #1 – Choosing words that the prospect or customer uses in normal conversation, will make

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11 Inside Sales Manager CRM Tips


Instead of watching the salespeople on your team create a big messy ball of yarn out of your CRM. What could you do to make sure it is something useful instead? 1. explain how what YOU want the salespeople to do in your CRM will make selling EASIER. 2. when you are talking about deals – pull the info up on your screen (or theirs if you are coaching at the salesperson’s desk). 3. make sure your CRM isn’t so

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How are you today? (whiteboard video)

Should I ask them how they are at the beginning of a sales call? Hi, how are you? – is not a greeting. Hi, Hello, Good Morning, all of those are greetings. Hi, how are you? – is a greeting combined with a question. Which means if you say “Hi, how are you?” you need to pause and listen to the other persons answer. Really listen. Be ready, depending on who you ask; the answer might be short, it might

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Are you HOPEcasting or Forecasting?

Color Bowl

Sometimes when we are looking at the deals we have to close for the month, there are a few that we really really really want to win. Perhaps it is a big deal (and we want the commission) or a first time order from someone new (and that win feels important to growing our business) perhaps it is the one more deal you need to make quota (who doesn’t like those accolades in the sales meeting). It is important to

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Is your forecast expectation skewing your view?

business is full of thoughts

I was listening to a team talk about their manager’s forecast expectations the other day and was a little dumbfounded. * He expects to see me forecast goal, so I do. * I never tell them the actual amount, just in case it changes… up is always ok, down not so much. * If I give it a high confidence % everyone asks me about it daily – so I leave it low. I’m curious if your expectations and the

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