http://www.tele-smart.com Smart Selling from the Inside Out: Power Tips for Inside Sales Warriors Mon, 07 Jul 2008 23:00:43 +0000 http://backend.userland.com/rss092 en I have some fantastic news to announce today, my book Smart Selling from the Inside Out has just been purchased by AMACOM and will be released in the Fall of 2009. This will be the sourcebook for inside sales skills based on my TeleSmart 10 system. For everyone who has ... http://www.tele-smart.com/blog/fantastic-news/ I didn't feel much like watching fireworks this weekend- mainly because I've been so bummed out with the real fires throughout the California coast.  Statewide, Calfire reports that 558,788 acres have been scorched since fires started on June 20th. Although some have been contained, there are still major threats. One of ... http://www.tele-smart.com/blog/whats-my-patriotic-duty/ I'm the kind of person who decides to organize before I start working. It's what I do before I start. For example, this morning I sat down and wrote my master task list of projects I had to do today but then I decided to organize some photos from the past 5 years. Why? Because ... http://www.tele-smart.com/blog/follow-the-task-path/ Ahh the memories of summer in suburbia. That would be the short stint I spent in the San Fernando Valley. Taking the beach bus to Malibu, walking barefoot to the market, swimming in highly chlorinated pools and spending hours hula hooping. I was a skinny teenager so the hula hoop seemed to stay up- don't ... http://www.tele-smart.com/blog/pick-up-your-hula-hoop-today/ There's a place where the ego hides- it slows you down, pushes your behind and sets you up for grief.  At my Yoga retreat last year when I was struggling on this difficult pose, my Yoga instructor Joe came by to ask me to stop trying the pose because my ... http://www.tele-smart.com/blog/the-dark-ego/ Last count was 780 registrants for today's Top 10 Email Habits to Keep you Selling During a Downturn- yippee! I'm ready, my Email Control What's In & What's Out for 2008 Hotlist is ready, our power point slides are ready, and the big question is, Are You Ready? We've assembled a ... http://www.tele-smart.com/blog/take-email-control-tune-in-today-from-1030-1130am-pst/ Registration for Thursday's webinar on Top 10 Email Habits to Keep you Selling through a Downturn is out of control? Why so many registrants? Is it the topic? The Felicity/Josiane/Karl combo? The Email Control Hotlist I publish each year? I think everyone is scrambling to figure things out right now ... http://www.tele-smart.com/blog/is-outbound-prospecting-a-thing-of-the-past/ I have to admit I haven't done any business development in many months because I've been so busy with projects. But all projects seem to have the same lifespan- they all end at the same time. Actually I wouldn't have it any other way- it's my business cycle and after ... http://www.tele-smart.com/blog/cold-and-hungry-emails/ I test drove what will be my new car yesterday- it was made for me. I know it sounds so superficial to get so excited about a new car and since I haven't bought one for 8 years, I think I'm allowed to indulge. I know we still hold on to our image ... http://www.tele-smart.com/blog/are-car-salesmen-sales-20-ready/ I went to the REM concert last night which was fantastic. It was at the Greek Theatre in Berkeley. A historic amphitheatre modeled after old Greek architecture with concrete seats. That means when I finally got to my section 3 to sit on seat 6, it was wet. As a ... http://www.tele-smart.com/blog/random-acts-of-kindness/ What's the next hot job? A thumb surgeon. That's right, there's an increase in thumb surgery due to excessive Blackberry use. All those messages one types so fast with their thumbs are causing more harm. Here's some advice on avoiding Blackberry thumb such as taking frequent breaks, keeping your wrists steady, laying off from typing ... http://www.tele-smart.com/blog/hows-your-thumb/ I've spent thousands of hours coaching inside sales warriors in their cubicles. It's such a personal space to enter into and I learn so much about the rep just by spending time in their cubicle. It's also an honor that I respect and take seriously. When I first walk into someone's cubicle, ... http://www.tele-smart.com/blog/cubicle-chronicles/ We all have a secret admirerer, someone who watches what you do, wishes they could look like you, talk like you, dress like you, build their network like yours, sell like you and write like you. And somehow, the fact they are a secret admirer is just fine, don't you think? ... http://www.tele-smart.com/blog/who-is-your-secret-admirer/ Selling through a downturn means we are faced with more, not less. More objections, more decision-makers, more departments to sell into, more knowledgeable customers, more products to sell, more tools available, more processes to learn, more choices. According to Miller Heiman’s 2008 Sales Best Practices, there are now 16% more decision-makers ... http://www.tele-smart.com/blog/recession-alert-you-cant-afford-to-be-talking-with-the-wrong-people/ I grew up in Italy so my bedtime stories weren't Good Night Moon but of Pinnochio.  I was fascinated by his adventures and especially the image of his nose growing each time he told a lie. It would get bigger and bigger. Many of us have met liars in our days- there are compulsive ... http://www.tele-smart.com/blog/dont-lie/