Mon, 16 November 2009 In a majority of sales organizations its standard practice to promote the top sales people into management positions. Unfortunately its also standard practice to cause these first time sales managers to fail by not providing them the training and support they need to make the transition into management. This is a double disaster for organizations because not only does the organization often get rid of or loose the new manager, they also loose the sales they were bringing in as a top producer. This week Joe and Mike discuss the pitfalls of promoting your best sales people into management and offer some advice on how to avoid it. Visit our Website to Get Detail Show Notes SalesRoundup Blog SalesActionPlan.com Comments[0] |
Mon, 9 November 2009 At this very moment millions of people are listening to sales presentations and most of them are probably thinking "when will this be over?" Let's face it sales people exert a lot of energy to get in front of prospects and a good percentage of those sales people blow it by making a mediocre presentation. How are your prospects reacting to your presentations? Are you talking about your client's needs? Could your presentation be better? What are you doing to distinguish yourself from the competition? This week Joe and Mike discus the anatomy of a lousy pitch and give you some ideas about how you can improve yours. Visit our Website to Get Detail Show Notes SalesRoundup Blog SalesActionPlan.com Comments[0] |
Mon, 2 November 2009 Establishing A False sense of reality be careful what you ask for as a manager you just might get it Are you being bombarded with requests from your managers? In tough times insecure management will lash out by requesting detail information about everything you are doing! This is not productive and often times will have an opposite effect. This week Mike and Joe discuss or shall we say "commiserate" on what to do when management asks for too much information! Visit our Website to Get Detail Show Notes SalesRoundup Blog SalesActionPlan.com Comments[0] |
Mon, 26 October 2009 Are you seeing a decline in your prospecting results? Maybe its
because you’re not keeping up with the times. Across the board
traditional forms of prospecting are loosing their effectiveness. It
might be time to abandon the old methods and move on to new ones. When Spanish Conquistador Hernando Cortez landed in Mexico, one of his first orders to his men was to burn the ships. In this episode of the SalesRoudup Joe and Mike talk about new ways to prospect and encourage you to “burn the ships” when it comes to doing the same old thing. Visit our Website to Get Detail Show Notes SalesRoundup Blog SalesActionPlan.com Comments[0] |
Mon, 19 October 2009 Did you ever have a prospect that seemed really interested in your product/service, always eager to learn more, hear more "SEE more" but yet never getting to the stage of actually buying anything? These people are commonly referred to as "seemores" and they can waste a lot of your time if you don’t know how to conteract them. In this episode of the SaelsRoudup Joe and Mike give pointers and how to identify and overcome the "seemores" of the world so you make more sales and earn more money. Visit our Website to Get Detail Show Notes SalesRoundup Blog SalesActionPlan.com Comments[0] |
Mon, 12 October 2009 Even though it has one of the most direct and substantial impacts on a sales person's compensation a lot of sales people underestimate the importance of negotiation during the sales process. If you're like most sales people your annual income depends on the total dollar amount you sell. If you're constantly reducing your price to get deals done instead of using a sound negotiating strategy you're acting very effectively. In part two this two part series on negotiating Joe and Mike give you one of 4 negotiating patterns, a couple of strategies buyers use and a couple of strategies that sellers use. Visit our Website to Get Detail Show Notes SalesRoundup Blog SalesActionPlan.com Comments[0] |
Sun, 4 October 2009 Even though it has one of the most direct and substantial impacts on a sales person's compensation a lot of sales people underestimate the importance of negotiation during the sales process. If you're like most sales people your annual income depends on the total dollar amount you sell. If you're constantly reducing your price to get deals done instead of using a sound negotiating strategy you're acting very effectively. In part one of this two part series on negotiating Joe and Mike give you a couple of tips to help you prepare for a negotiation and one of the tactics to use while making concessions. Comments[0] |
Sun, 20 September 2009 Flu season is upon us and if anyone is going to catch a cold or the flu its probably going to be salespeople. We're constantly traveling, meeting new people and shaking a lot of hands. Getting sick can really hurt your sales efforts. But what are you supposed to do? In this episode Joe and Mike discuss some of the things you can do to reduce your chances of getting sick. Visit our Website to Get Detail Show Notes SalesRoundup Blog SalesActionPlan.com Comments[0] |
Mon, 14 September 2009
Whether you are about to go into an interview or
your just looking for organizations that you might want to work for its
important to research the organization. In this episode of the SalesRoundup Joe and Mike talk
about how to research an organization when you are looking for a sales job.
Comments[0] |
Mon, 7 September 2009 Negotiating is tough enough but when you have to negotiate with someone
who does it for a living, like a professional procurement person,it
becomes a real challenge. In part two of this two part series on
negotiating with procurement Joe and Mike discuss what to do when you are meeting with a procurement professional. Visit our Website to Get Detail Show Notes Comments[0] |
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