• 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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Who gets to choose what’s important?


Who gets to choose what’s important? Who gets to choose what’s cool? Who gets to choose what’s effective? HINT – it isn’t you! The people who gets to choose if what you’re calling about is important, if that new product or service is cool, and if you are effective as a salesperson…… (drum roll please) are your prospects and customers Even crazier is that each individual you’re calling gets to decide for themselves. for instance: I don’t like fruit in

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Catch them doing something right!


I have a challenge for you this week! Put all your energy, this week, into catching your inside salespeople doing something right! Look for opportunities to praise them, tell them what they did right, how awesome a call that was, etc: > asking a great question > being prepared for an important call > leaving an excellent voicemail > finding out one more piece of information > having their forecast in on time > a nice job on internal collaboration

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Who’s the decision maker? (whiteboard video)

Who’s the decision maker? A great thing to know in sales, but the wrong question to ask. Most business decisions are NOT made in a vacuum with one person, in their spacesuit, acting independently of what is going on in their company. Instead, people talk about best practices – vendor choice – product or service needs – etc. You can start learning by asking about “how are decisions like this typically made?” Or “the last time you did (insert project

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Some days are harder than others!


One of my father’s favorite quotes is “The difference between an adventure and an ordeal is attitude.” ~ Bob Bitchin Here is the question – if you’re the kid trying to climb on a playground is it an adventure or an ordeal? You might say – an adventure of course, it is a playground after all. > but everyone has seen a child crying because they weren’t strong enough to make it to the top. You might say – an

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Sales Management – is it an art or a science?


It is always interesting to see different people’s take on sales as art vs. sales as science. For some reason, today, I started wondering about sales management is it an art or a science? the ART > understanding the rhythm of the sales floor, and how to change it, is critical to your success. > painting a picture of what success could look like for each member of your team, uses imagination. > molding salespeople means you have to understand

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