Quick answer
Who is Jenny Cartwright?
Jenny Cartwright is a telesales trainer, sales coach and author based in Lane Cove, Sydney, who has personally trained more than 95,000 people. She qualified as a trainer in 1995, the year she was named Telemarketer of the Year, and earned the Certified Speaking Professional designation in 2017. She trains teams across Australia and worldwide, onsite or on Zoom.
From hotels and tours to the telephone
Jenny was born in England, completed a diploma in languages and moved to Australia in 1978. Her first career was in travel and hospitality marketing, in roles that included:
- National Marketing Manager, Telford Hotel Group
- International Marketing Manager, Centralian Tours
- Product Development Manager, Insight International Tours
Selling hotel stays and tours means selling something the customer cannot see or touch yet. The buyer has to trust the person and the words in front of them. Every phone call your team makes faces exactly the same test.
Record sales by phone, 1991 to 1997
In 1991 Jenny moved into telephone selling. From then until 1997 she used direct mail, email and telemarketing campaigns to achieve record sales promoting the Australian events of Anthony Robbins, Tom Hopkins, Zig Ziglar, Jim Rohn, Denis Waitley, Harvey Mackay, Michael Gerber and Jay Abraham.
She made around 100 calls a day for those campaigns. At that pace you learn quickly which openings keep people listening, which answers settle an objection, and how to stay cheerful after a run of noes.
The results were recognised. Jenny was named Business SWAP National Salesperson of the Year in 1993 and Telemarketer of the Year in 1995, and later National SWAPer of the Year in 1996 and again in 2004.
That is why Jenny trains from experience on the phone, not from theory. When she shows your team how to answer 'just send me an email', she is drawing on years of making those calls herself, so your people can say the words with conviction on their very next call.
The difference between Jenny and other trainers is that she has been doing telephone sales for more than 30 years to promote her own business, so she knows what works and what doesn't.
Career highlight reel
Jenny's deep experience includes years working with Anthony Robbins, Jim Rohn and Tom Hopkins as a top achiever promoting their events, and speaking at an event with Sir Richard Branson.
Jenny spoke at an event with Sir Richard Branson 
Jenny with Jim Rohn, top achiever for promoting his events 
Jenny with Anthony Robbins, top achiever for his events 
Jenny with Tom Hopkins, top achiever for promoting his events 
Jenny appeared on Channel 9's A Current Affair as a sales expert 
Jenny spoke at an event with Alan Weiss
How Jenny became a telesales trainer
In 1995 Jenny qualified as a trainer and helped TAFE create its first telemarketing course. Since then she has run in-house, customised sales, telesales and customer service training for companies all over Australia, and has personally trained more than 95,000 people.
In 1998 she graduated from Coach-U, qualifying as a corporate sales, marketing and personal success coach. Coaching is now central to how she works. She teaches the skill, then stays with people while they use it, through one-to-one sales coaching and the weekly or fortnightly follow-up that can be added to her in-house telesales training for sales teams.
Jenny Cartwright's career at a glance
| Year | Milestone |
|---|---|
| 1978 | Moves to Australia from England |
| 1991 to 1997 | Achieves record sales through direct mail and telemarketing, promoting the Australian events of Anthony Robbins, Tom Hopkins, Zig Ziglar, Jim Rohn and Denis Waitley |
| 1993 | Named Business SWAP National Salesperson of the Year |
| 1995 | Qualifies as a trainer, helps TAFE create its first telemarketing course and is named Telemarketer of the Year |
| 1996 | Named National SWAPer of the Year |
| 1998 | Graduates from Coach-U as a corporate sales, marketing and personal success coach |
| 2004 | Named National SWAPer of the Year for a second time |
| 2007 | Becomes a Professional Member of the National Speakers Association of Australia and co-authors Secrets of Top Sales Professionals Exposed! |
| 2010 | Gives a keynote at the Sales Super Conference in Melbourne |
| 2013 | Talks cold calling as a guest on the Small Business Big Marketing podcast, episode 159 |
| 2017 | Earns the Certified Speaking Professional (CSP) designation from Professional Speakers Australia |
| 2018 | Presents at the Professional Services Sales and Marketing Conference in Sydney |
Books and eBooks by Jenny Cartwright
Jenny has put her methods in writing so you can keep them beside the phone. Her flagship book is the bestseller Don't Get Hung Up! (How to sell products and services by phone), available in paperback or as an eBook.
- Secrets of Top Sales Professionals Exposed! (2007), part of Dale Beaumont's series, with Jenny as a co-author
- Telephone Sales Tips to Triple Your Sales, Volumes 1 and 2, eBooks with 157 and 150 strategies, formerly titled Top Telesales Techniques That Work!
Her writing has been endorsed by Tom Hopkins, Brian Tracy, John Nevin and Michael Meredith. Tom Hopkins wrote:
It's obvious when you read this volume that Jenny Cartwright speaks from personal experience. There are so many great tactics and strategies here that you'll find yourself using this book as a daily reference for your personal success in telephone sales for years to come.
You can find all of Jenny's books, eBooks and courses in the shop, or start with her free eBook, How to Make a Professional Telephone Sales Call.
Speaking, podcasts and media
Jenny is a Certified Speaking Professional (CSP), a designation awarded by Professional Speakers Australia in 2017 and the highest available to professional speakers in Australia. She is one of only 75 women in Australia to hold it, and has been a Professional Member of the National Speakers Association of Australia since 2007.
- Spoke at an event in Melbourne with Sir Richard Branson
- Spoke at an event with Alan Weiss
- Keynote at the 2010 Sales Super Conference in Melbourne
- Presenter at the Professional Services Sales and Marketing Conference, Sydney 2018
- Guest on the Small Business Big Marketing podcast (episode 159, 2013), talking about cold calling
- Host of the Sales Explosion podcast on SME Radio, now in her free resources
- Appeared on Channel 9's A Current Affair as a sales expert
Her current keynote topics are Sales success secrets, Sales calls mastery, Never give up! and Sales fitness for pros. If you are planning a sales conference, association event or kick-off, read about Jenny's keynote speaking.
Who Jenny works with
Jenny works with sales teams, business owners and individual salespeople who win business by phone. Organisations she has trained include Trend Micro, Macquarie Corporate Telecommunications, Getty Images, Westlab, LJ Hooker, First National, Powerlift Nissan, ING, Hexal Pharmaceuticals, Tourism Tasmania and the Institute of Chartered Accountants.
Her clients span real estate, finance and lending, insurance, telecommunications, IT and software, pharmaceuticals, recruitment, tourism and hospitality, fitness, events, laboratories, trucks and forklifts, and professional bodies. For years she also ran public seminars for the RCSA (the Recruitment, Consulting and Staffing Association) and the Real Estate Institute.
Her base is Lane Cove, on Sydney's lower North Shore, which makes her a local sales trainer for Sydney businesses. She also travels to every capital city and its surrounds, and works overseas when required, including training for Telikom PNG and one-to-one coaching for a client in Fiji. Read what clients say on the testimonials page.
Affiliations and awards
Jenny was an active member of Business SWAP (Salespeople with a Purpose) for 22 years and was President of Pioneer Business SWAP in 2006 and 2007. She led the XL Sydney Entrepreneurs Group for 5 years and served on the leadership team of the NSW chapter of Professional Speakers Australia.
Business SWAP named her National Salesperson of the Year in 1993 and National SWAPer of the Year in 1996 and 2004, and she was Telemarketer of the Year in 1995.
How Jenny works: one trainer, hands on
Sales and Telesales Solutions is a one-person business. When you book training or coaching, Jenny is the person who listens to your calls, writes your scripts and works with your team. There is no junior trainer and no hand-off.
Before she trains a team, she gets to know it. She talks with you about your goals, listens to how your people sound on the phone and assesses each person, so the training targets what is actually costing you sales.
We contracted Jenny to train our inside sales team. The due diligence she carried out before the training was what set her apart. She came in prior to the training and sat with each of the team to assess their ability. After the training she met with the BU manager to provide a comprehensive overview on each team member's capabilities. I highly recommend Jenny.
That groundwork means the day is spent on your customers and your objections. Your team leaves with words they can use on the very next call, and the confidence that comes from having already practised them.
Jenny's approach: scripts, role play and real calls
Jenny's sessions are built around doing. Expect to talk, practise and pick up the phone rather than sit through slides.
- Scripts written for your market. Openings, questions and objection answers in words that suit your customers, so nobody is left wondering what to say next.
- Role play. Your people rehearse the hard moments in the training room first, so a tough objection feels familiar when it arrives on a live call.
- Practice on real calls. Where it suits the program, new skills are put to the test on the phone, so confidence comes from results you can hear.
- Follow-up. Weekly or fortnightly coaching keeps the new habits going long after the training day.
The aim is simple. People who used to put off their calls start picking up the phone with a plan, and managers get a team that looks forward to the next conversation instead of dreading it.
Book a free 15 minute chat with Jenny to talk through what you or your team need.
Book a free chatSales and telesales training near you
Jenny runs sales and telesales training onsite in Sydney, Melbourne, Brisbane, Perth, Adelaide, Canberra, Hobart and Darwin, and live on Zoom anywhere in Australia or worldwide.