• 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.

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  • 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.

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  • 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!

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  • 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.

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  • 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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The 10 Commitments (inspired by @iannarino)

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It’s no secret that I love numbered lists. When I was reading The Only Sales Guide You’ll Ever Need my feeling is that this particular list created by Anthony Iannarino may be good enough to put on a tablet. You don’t even need to go up a mountain to believe these are all true. Here are Anthony’s 10 Commitments needed to close a sale! These aren’t YOUR commitments as the salesperson. Instead, they are the commitments a prospect needs to

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Influence, Mind-set, & Success (instigated by @iannarino)

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Anthony Iannarino hit the bullseye when he tied the mind-set skills he outlines in the first half of The Only Sales Guide you’ll Ever Need together with influence. To paraphrase Anthony Taken together, the first nine elements of sales success build influence because they help you develop the characteristics that influence requires. Influence is required not only for sales success, it is also a necessary component of leadership and management success. Think about yourself – without influence, you can’t convince

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Self-Discipline: The Art of “Me Management” (thanks @iannarino)

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“self-discipline is the difference between success and failure.” ~ Anthony Iannarino There it was on the first page of the first chapter. One of those insights that hit me between the eyes. Perhaps the quintessential example of my “just because it’s simple doesn’t make it easy” #LYNNSIGHT. So, of course, I started thinking, great now give us the how-to pretty please and thank you. (page turns) “Most people don’t fail because they can’t do something. They fail because they aren’t

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Book Review (& check out @iannarino)

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I’ll admit it. When I first heard the title of Anthony Iannarino’s new book – I thought WOW that is arrogant. Then I read it. Although I’m not sure it is The Only Sales Guide You’ll Ever Need, it certainly is an essential one to have on your bookshelf. On every page I’ve highlighted things, I’ve tabbed multiple pages (as you can see) for easy reference, and am completely impressed by how well the concepts can be turned into action.

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saying you’re “offering value” is valueless

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I’ve been observing inside salespeople making calls (more than usual) over the past month and have spotted a disturbing trend. Both on voicemail messages, as well as in people’s opening statements people TELLING prospects they offer value. It might sound like “I’d like to talk with you about how you would benefit from working with us.” OR “we bring value to our customer relationships.” STOP IT! What a lazy crock. Those statements are only a short step away from telling

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