When "telemarketing" first appeared in the 1950s, the term was an artful dodge to avoid saying "sales." Nowadays, telesales (yes, it's OK to say sales!) generates billions of dollars of revenue and profit for companies throughout the world.

And yet after all these years some companies still are not sure if telesales is right for them. They say things such as, "Our product is too technical." Or too expensive. Or that telesales would upset the field sales people or the resellers. If your firm is struggling with telesales strategy, we should talk. I've been selling by phone since 1979 and have done quite well at it. So can you.

Other companies are selling by phone but limit their offerings to low-priced products or sales to small accounts. They say things such as, "Big accounts require field sales." Well, sometimes they do. However, I met a commercial jet aircraft broker who sells used 747s by phone to aviation ministers and heads-of-state of third world countries. He does it by phone because he can use the "theater of the mind" to paint word pictures of his customer becoming a progressive, developing nation. Big, technical, expensive product with high-level customers ... by phone. I rest my case.

Of course, the challenge for all businesses considering or already doing telesales is to conduct calls that are as good and effective as in-person sales and don't sound like "telemarketing." Here I am to assist with strategic guidance and tactical implementation. Call me! 800 373-3966.