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.read more...
Why don’t I work as hard EVERY DAY as I do the week before I leave for vacation?
Short bursts of productivity are all most salespeople can handle when putting in extreme levels of focused effort.
I’ve been studying this phenomenon for almost a decade, and I’ve incorporated it into my practice for the last 5 years. I’ve developed a name for it:read more...
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!read more...
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.read more...
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...Read More
Develop your baseline skills while you're preparing for your turn at bat...Read More
Today’s post was going to be about bees (you know the buzzing pollinators), yet when I typed in “Bee” to a search this is the 1st result image. Yup, telling about my search habits. What’s more it got me thinking – what comes up when people search for you? Step 1 – search for your name the way you use it at work Step 1a – if you use a different name or have a nickname search for that Step
Think About This by Jill Harrington got me to do JUST that. Of course that is when I went to find my Blues Brothers soundtrack to listen to Aretha Franklin’s Think “You’d better think about the consequence of your actions” ~ Aretha Franklin “sometimes, the busyness of life, the complacency of experience, and pull of habit cause us to act without thinking.” ~ Jill Harrington How often during your day are you acting out of habit instead of conscious intention?
Even while I wrote “100% changes daily” it seems wrong, 100% is 100% is 100% right? Bear with me for a moment and then let me know if you agree that your own 100% changes daily. Some days walking along the shore feels like climbing Mt. Everest. Other days the most difficult task seems almost effortless. Here are three days over my past month: 1. woke up with laryngitis – for an inside salesperson/coach/trainer that was seriously problematic… 2. what
Quick reminder that I HATE HATE HATE “Who ultimately makes the purchasing decision?” Why? 1. On average, 6.8 people are involved in today’s B2B purchase decisions. Therefore there isn’t an “ultimate decision maker” which is what the question implies. (source CEB research via the Harvard Business Review) 2. It makes the person you’re speaking with feel like they don’t matter 3. It isn’t about working with THEM at all, it is a survey question not a conversational one. Oh yes