• 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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Leadership passion WITHOUT emotional attachment

Financial Outcome

Years ago this idea came into my universe – success in both sales and leadership come from being passionate WITHOUT becoming emotionally attached to the outcome. Sounds crazy even to me. But HOW IN THE WORLD can you have passion WITHOUT emotional attachment? The key is to remember the piece you can’t have emotional attachment too… … the Outcome. Inside sales leadership is full of numbers: * dials * phone, talk or contact time * leads and opportunities * revenue,

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Do you even notice the gift wrapped boxes? inspired by @sandyhubbard


I was inspired by a comment by my collegue Sandy Hubbard when she said “How can I NOT ask the question? It is like looking at all those wrapped boxes and not opening them.” Here is my question for you: do you even notice the gift wrapped boxes? Being in inside sales means you can’t look at the boxes, you have to listen for them. In your world, have you figured out, what it sounds like as a gift wrapped

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Where do you expend your effort? 4 Observations on Inside Sales Leadership

ME-July2013 011

A lot of the time our days are full of activity, as we are pulled in lots of different directions, and interrupted at every turn. Sound familiar? *whew* I was afraid it was only me! I started thinking last week – am I expending effort where I want to? Here are a few of my observations. > holding up big rocks At times there are things going on that are out of balance. Instead of moving forward, because of the

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Customer Focused Questions (video)

Today I have to share one of my biggest pet peeves I hear when listening to telesales calls. I’m here to talk about the use of sales bullpen questions with your prospects. Your manger asks you “where’s that PO the deal is in your forecast?” And YOU, the salesperson call and say “hey, where’s my PO? My manager is asking about it.” How self serving CAN YOU GET? That comes across like an internal memo leaked to the press. It

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What are you ignoring?


It was the middle of August and I was out for a walk with the dog when it happened. I saw the first of the changing leaves. Yes I said the MIDDLE OF AUGUST. Which as you can see I couldn’t even bring myself to share on social media until the calendar had turned to September! I wonder if there is something you are ignoring? Something that the signs are right in front of you, like the first leaves of

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