• 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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The Power of YOUR Story


There are sales themes and ideas that consistently run through my head. Today I have two of those wrapped together like an ice cream twist on a sugar cone. 1. the power of story 2. the power of YOU What’s your story? > Too often as salespeople, we know our company story… the product story… lots of customer stories – yet we can’t articulate our won story. The story of you as a salesperson. Why it matters? > Because the

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What are you looking forward to?


For a few weeks now some things have felt a bit like a grind. Hopefully that means I’ve got a lot of sharped pencils and not that I’m the shavings on the floor. On those days (or in my case weeks) when you’re not sure if your sharp or a shaving it is critical to have things you’re looking forward to. The pieces of your job you love so much you’d do them for free become even more critical to

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Turning LinkedIn up to 11 for #InsideSales


Yes I’m a huge Spinal Tap fan, even traveling to Chicago from upstate New York to see their Unwigged and Unplugged tour. Many Inside Salespeople use LinkedIn for researching prospects and customers. Don’t stop. Yet, that isn’t the only way to use LinkedIn as an Inside Sales tool. Here are 11 questions to answer for turning your LinkedIn success up to 11! 1. read your profile from a prospects point of view not someone hiring you for a job –

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Why LinkedIn matters for #InsideSales


LinkedIn isn’t magic. LinkedIn isn’t a place to “sell” today. Linked in is a place to stay connected. Notice I said “stay connected” not “get connected.” Staying connected on LinkedIn (and in real life) takes effort. The effort to make sure you are sharing an update, providing content that matters, adding a comment that is relevant, liking people’s posts, and congratulating your connections on career milestones. The crazy part is you may not even know how connected you really are,

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dial the phone immediately & make that call


I hope it isn’t just me… that finds themselves staring at the computer screen… willfully NOT making a call that feels scary… hoping that the note reminding me to call… that person… on that day… will disappear. I also hope it isn’t only me that has MOVED the reminder to the next day rather than making myself call. Perhaps, I’m also not the only one who has called… reached the person… and it wasn’t even 1/2 as bad as in

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