• 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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Check out how my prospecting JUST changed!


Andy Raskin posted The Question that Improves Every Pitch on LinkedIn One of my coaching clients sent me the link via email with the subject line: read this and the note said “let me know what you think. Have a great day.” As with any article, post, etc. there are parts that I may not agree with. Some of it was confusing or difficult to follow. BUT the main piece, when viewed specifically with an eye toward prospecting hit home.

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7 Resources worth checking out!


In a recent Quick Tip TeleClass someone asked for sales recommendations of people whose ideas I believe are worth consideration (regardless of my personal agreement/disagreement with what they say). REMEMBER it will be up to you to decide what you want to incorporate. • Alice Heiman where nothing is sugar coated • Babette Ten Haken is a scientist talking about some sales stuff • Keenan is a crazy dude with more than a few f-bombs in his vocabulary • Tim

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Prospecting as pollination?

bee feeding at a flower

I have a confession to make, although I LOVE a good analogy, I’m sick and tired of “hunter” and “farmer” being used to describe sales. So I’m going to use pollination instead! “Pollination is the act of transferring pollen grains from the male anther of a flower to the female stigma.” according to the US Forest Service What does that have to do with prospecting? I’d say prospecting pollination could be translated to “the act of transferring new idea grains

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a change in strategy IS NOT spoon feeding (a rant)


I was so annoyed by a front line inside sales manager during a meeting a few weeks ago… how annoyed was I? So annoyed I’m writing this blog post, weeks after the meeting. What annoyed me? After a 10 to 20 minute conversation with the whole sales management team about what is stopping their inside salespeople from successful new client acquisition, we moved onto what could be done to change it. THAT is when it happened. “Why do we have

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Spring Cleaning the #InsideSales Person Edition


Monday’s post was Spring Cleaning the #InsideSales Leadership Edition now let’s think about what salespeople can do for themselves (not that the leadership list doesn’t apply…. so check it out). > account base I’m typically not a big fan of printing things out but I think this exercise is easier with highlighters (green, yellow, pink, and blue if you’ve got ’em) than anything else. get a list of the accounts you are responsible for, sort alphabetically (get crazy and do

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