• 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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Do ONE thing – right now!


Today’s tip is to do ONE thing – right now! (well maybe after you finish reading) Recently my brain has felt like a nut caught in a vice. I haven’t been able to get out of my own way some days – my to do list is so long, I can’t get it all done in a day… or a week… which makes me feel like I’ll NEVER get it done. Are you still with me? Good! Don’t panic, if

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Do you let your inside salespeople have ideas?

A round bulb glowing against an out of focus background. Mono sepia toned

Do you let your inside salespeople have ideas? That may sound like a silly question, it isn’t like you could STOP them from having ideas… maybe a better question would be: Do you let your inside salespeople ACT on their ideas? Perhaps it’s been tried before… Maybe you can’t see it working… You’re confident there is a better way… I’m going to suggest you begin to let go a little, when their light bulb goes on allow them to run

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What is a softening statement? (whiteboard video)

Softening statements at the beginning of a question help make direct questions easier for the prospect or customer to hear and answer. They are designed to blunt the edge, take the harshness out, ensure the prospect or customer isn’t put on the defensive by the sales question you’ve just asked. Need some examples? I’m curious… I know you’re busy… This may sound strange… I have what might seem like a weird question… Sometimes it is as simple as “I have

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How much time do you spend staring out the window?

Skaill House Orkney 009

Yes I know, your office view isn’t the same as the one from Skaill House on the Orkney Islands. I also know that there are times when your brain has disengaged and might not be staring out the window, but it is not on task or even in the same room with you. A mental vacation to Scotland if you will. Hence the question: How much time do you spend staring out the window? The reason for our mental vacations

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Are you focused on your priorities?

Concertina camera from top

Are you focused on your priorities? > Some days we are on the ball, focused and working at 100% > Other days we can’t get out of our own way > Add in times when we start a lot, yet finish nothing (or that is what it feels like) > Plus those days we get other people’s priorities accomplished but not or own I’ve been trying something new lately, in addition to that “to do list” which always seems to

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