• 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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always & never = dangerous thinking


always & never = dangerous thinking Words have POWER, use them carefully! Think before you speak isn’t a platitude to ensure you aren’t mean or cruel (which is a good thing in itself). THINK: : to believe that something is true, that a particular situation exists, that something will happen, etc. Is it actually true that “this always happens” or “it could never be”? : to have an opinion about someone or something Does the person on your team “always

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Insight turns knowledge into POWER (inspired by @bweaversmith)


Monday’s Inside Sales Leadership Corner is your team hunting for global whales? was inspired by Barbara Weaver Smith, WHALE HUNTING WITH GLOBAL ACCOUNTS It is a book written for sales leaders, yet there are nuggets that speak directly to salespeople too. Although I’ve never been on a whale hunt – I have gone out on a whale watch. The thing that is shocking to me is the captain’s ability to find whales out in the ocean for passengers to see.

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is your team hunting for global whales? (inspired by @bweaversmith)


“Armed with these four strategies, you will gain a competitive advantage in the global sales arena.” ~ Barbara Weaver Smith, WHALE HUNTING WITH GLOBAL ACCOUNTS I will admit it when I read that I thought it CAN’T be that simple. Then I remembered what I tell my clients, Just because it’s simple doesn’t’ make it easy! Knowledge – Structure – Process – Vision Those are the four strategies outlined in Barbara Weaver Smiths new book WHALE HUNTING WITH GLOBAL ACCOUNTS.

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where do you look for sales inspiration?


On Monday I talked about answering who are the 18 people who inspire you? Which brought up the quesiton; where do you look for sales inspiration? I had to take a step back for a moment to think about the vision I have for my Inside Sales Career. I believe inspiration begins with vision. With vision, comes the ability to focus on being inspired. What’s your vision? I started to break down “sales inspiration” into a few categories for myself:

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who are the 18 people who inspire you?


An inside sales manager I know and respect mentioned she was asked a question in leadership training “who are the 18 people who inspire you?” It struck me as an important almost zen like question, so I offered to do the exercise with her – or actually to share the results of answering the question myself. As I was making my list, the funny thing I realized of 18 is that I tend to be “hit with inspiration” when I

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