• 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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Is that an objection OR are they a bad prospect?

Worried-RoyaltyFree

I have a VERY important question to ask you. Is that an objection OR are they a bad prospect? The other day I had an interesting exchange in one of my classes. Honestly in all the years I’ve been teaching Objection Handling I’ve never run across this before. One of the women INSISTED that “that’s not my job” was an objection. We even had a conversation about the two options: 1. it’s really not my job. 2. I’m lying because

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Do you know your meeting purpose & objective?

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As I sat creating my power point slides for a class I’m teaching on call purpose vs. call objective, I started to think about how that applies to inside sales leadership. Do you know your meeting purpose & objective OR are you communicating off of a blank page? Meeting Purpose(all about THEM – the salespeople) The reason you are having a meeting with them today. There needs to be movement here! > what in THEIR world will increase as a

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open ended vs. close ended questions (whiteboard video)

Should I ask open ended or close ended questions in sales? There are sales trainers and gurus out there who will tell you to NEVER ask a close ended question – at UpYourTeleSales.com we think that is CRAZY. When you have conversations with your friends – family – coworkers, outside of a sales conversation we use a combination of open ended, close ended, and short answer questions. “Hey, want to go out Friday night?” is something most of us have

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Sales passion WITHOUT emotional attachment

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Years ago this idea came into my universe – success in both sales and leadership come from being passionate WITHOUT becoming emotionally attached to the outcome. Sounds crazy even to me. But HOW IN THE WORLD can you have passion WITHOUT emotional attachment? The key is to remember the piece you can’t have emotional attachment too… the Outcome. Inside sales is full of numbers that build up to the outcome we are looking for: * dials lead to humans *

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Leadership passion WITHOUT emotional attachment

Financial Outcome

Years ago this idea came into my universe – success in both sales and leadership come from being passionate WITHOUT becoming emotionally attached to the outcome. Sounds crazy even to me. But HOW IN THE WORLD can you have passion WITHOUT emotional attachment? The key is to remember the piece you can’t have emotional attachment too… … the Outcome. Inside sales leadership is full of numbers: * dials * phone, talk or contact time * leads and opportunities * revenue,

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