• 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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let’s be BOLD

Canada 2007 040

BOLD Some days it is easier than others to be bold. Today think of that “thing” you’ve been putting off because you weren’t feeling strong enough, or good enough, or brave enough. Now decide what BOLD step you could take to move forward. It doesn’t matter what your particular “thing” is. It might be a: > a conversation with your boss > a difficult phone call to make > an account you should give up > question you want to

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Where are you going?

Chicago 2009 015

Have you decided where you’re going? Where you want your team to end up? What you would like your career to look like? If you haven’t you might be standing on the wrong platform right now. Waiting for a train, but it isn’t the right train. > If you get on a train before you decide the where you want to end up, the journey may be lovely – yet when you arrive you’re disappointed. Wrong Line? > Without deciding

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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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