• 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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The Mute Button Is Your Friend


The mute button is an inside salesperson’s friend! It is a magical weapon for you to use against your own desire to TALK. For the rest of the week I DOUBLE DOG DARE you to put yourself on mute after you ask a question (especially the ones you’re afraid of asking). Now you can’t hover your finger over the button – just waiting to turn it off. Instead continue to do your job as you always would; taking notes while

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Holiday Week Leadership Tip = Reward Them!


You’ve heard it all before! Perhaps it sounds like “no one is even working because of the holiday” or “I can’t get anyone on the phone.” The truth of the matter is that it is more that the people on your team WISH they were on holiday instead of working this week. Perhaps you do as well. Of course, I’ll share that OBVIOUSLY people are working… Here are a few reward ideas that may help your team stay motivated: 1.

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3 top listening tips to avoid “I’m sorry, what?”


A group of salespeople asked me what I thought the most difficult part of inside sales is. It was an interesting question and I had to think about it for a moment before I answered – there are so many different things that might be considered difficult by different people. As the #1 complaint about salespeople – year after year – is that we don’t listen, resisting distraction is what I decided is #1. Here are my personal 3 top

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What’s Bugging You?


As a manager there are little things that bug you about your team. > Perhaps it is a behavior you have to hold them accountable for over & over & over again. > Maybe there is a question they NEVER remember to ask. > Possibly you even roll your eyes when they ask you something. Scott Blanchard and Madeline Homan in their book Leverage Your Best Ditch The Rest introduced me to the idea of tolerations back in 2004. Tolerations

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140 Characters Makes You Clear & Concise!


I’ve noticed something lately, with Twitter’s 140 character limit I’ve had to become concise to be clear with my prospecting message. Voicemail: could use the same treatment! Would your voicemail fit inside a tweet? Hi ____, this is First Last ###-###-#### -YOUR 140 CHARACTER MESSAGE HERE- again its First Last with Company Name ###-###-#### Opening Statement: expand it to 140 characters + a question to start the conversation. Email: call to action replaces the question. It isn’t about being tweetable

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