• 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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Using Your Strengths for Sales Success (video)

I’m going to ask you to twist your perspective today • if you are a salesperson; STOP worrying about all the things that you AREN’T talented in and START working on turning your talents into strengths! • if you’re a sales manager; once someone hits a base line level of competence, STOP working on their weaknesses and START focusing on having them use their strengths more often! But how will we get BETTER if we don’t work on our weaknesses?

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Fear – Uncertainty – Doubt

Oh my God!

When you are having a sales day full of fear… uncertainty… doubt – what can you do? I’d love to tell you it is a snap to change your mindset. It would be great if there was a switch to flip. *poof* now you feel confident… certainty… faith Instead I have to tell you that it will take effort – doing the little things that you know will build back your belief. > call a good customer to prove you

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a fantastic leadership question!


It isn’t unusual that I hear great sales questions from the salespeople in my training classes. What always surprises me is when the sales question is a fantastic leadership question too! This week I’d like to have you play along and ask… YOURSELF “What’s the most important change I want to make?” SALESPEOPLE ON YOUR TEAM “What’s the most important change you want to make?” PROSPECTS & CUSTOMERS “What’s the most important change you want to make?” Then – let

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Who gets to choose what’s important?


Who gets to choose what’s important? Who gets to choose what’s cool? Who gets to choose what’s effective? HINT – it isn’t you! The people who gets to choose if what you’re calling about is important, if that new product or service is cool, and if you are effective as a salesperson…… (drum roll please) are your prospects and customers Even crazier is that each individual you’re calling gets to decide for themselves. for instance: I don’t like fruit in

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Catch them doing something right!


I have a challenge for you this week! Put all your energy, this week, into catching your inside salespeople doing something right! Look for opportunities to praise them, tell them what they did right, how awesome a call that was, etc: > asking a great question > being prepared for an important call > leaving an excellent voicemail > finding out one more piece of information > having their forecast in on time > a nice job on internal collaboration

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