• 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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  • Why don’t I work as hard EVERY DAY as I do the week before I leave for vacation?

    Short bursts of productivity are all most salespeople can handle when putting in extreme levels of focused effort.

    I’ve been studying this phenomenon for almost a decade, and I’ve incorporated it into my practice for the last 5 years. I’ve developed a name for it:

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  • 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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  • 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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STOP the fear cycle!

Monday I mentioned that courage isn’t the absence of fear. Most people I’ve met over the years aren’t exactly forthcoming with what they ARE afraid of. Especially to their boss. Especially when the fear is around what they’re required to do for career success. This typically means they hide their fear, instead of embracing courage. Thinking it will go away – if hidden deeply enough. The crazy thing about courage is you’re still AFRAID, yet you are choosing not to

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Courage isn’t the absence of fear

When I was little my Dad told me that courage isn’t the absence of fear, rather it is what makes you keep going when you’re terrified. Which is why the final of my Top 5 #InsideSales Leadership Tips (for my 50th) is “The only things that require courage are those that scare you.” I work to do at least ONE thing each day in my career that scares me. > making a difficult call > asking a question that makes

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pick me… pick me… pick me…

For the last three weeks, we were talking about decision making and my mantra Decisions require – brainpower, time, and money. 1. brainpower to think about the change. 2. time to implement it. 3. money to spend in making it happen. Last week I declared that the money decision “is not a PRICE decision – it is about money as an available resource.” Price conversations come AFTER a decision has been made to spend money. At that point, the decision

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CELEBRATE Success (especially the little ones)

My #4 Top 5 #InsideSales Leadership Tips (for my 50th) is Ignoring success doesn’t breed more success. Celebrate & make it repeatable! In my own day, with my teams, and my clients – I look for the little moments of success to CELEBRATE. I find that if I can catch people doing the right things, they do MORE of them. I’m not a psychologist but it probably has something to do with positive reinforcement. It also has something to do

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Decisions require – brainpower, time, and money (3 of 3)

Here we are in part 3 of 3. Part 1 focused on brainpower, part 2 on time. Which leaves money! Decisions require – brainpower, time, and money is one of my mantras. 1. brainpower to think about the change. 2. time to implement it. 3. money to spend in making it happen. Today let’s focus on MONEY This is not a PRICE decision – it is about money as an available resource. Price conversations come AFTER a decision has been

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