If you sell products and/or services that involve a long or complex sales process, or if you have major accounts that you do a lot of business with, or if you are slowly losing some of your best clients to your competitors and you can't figure out why, then key account planning can have a tremendous impact on your success.  

In part one of this three part series on Key Account Planning Joe and Mike discuss why key account planning is important, how to go about creating a plan and the various components that need to be in your plan.

In the past two SalesRoundup podcasts Joe and Mike introduced you to SENDOUTCARDS - a product that Joe and Mike believe can automate and improve any salesperson’s customer/prospect relationship building as well as provide a systematic approach to generating referrals.  In the last part of this three part series on SENDOUTCARDS Joe and Mike discuss how you can also make money by becoming a reseller.

The most successful sales people are the ones who have learned the value of generating referrals.   A successful referral system generates more revenue and costs less than the alternative which is cold calling, advertising  and marketing alone.  However most sales people don’t know how to go about creating referrals.  They lack a systematic approach.  

In part two of this three part series Joe and Mike discuss a successful strategy for cultivating referrals from your clients and introduce you to a unique product that takes the time-consuming work out of the process, is easy to use, cost effective and really works.

Statistics show most sales take at least 5 contacts with a client or prospect.  In fact, 80% of sales are made on or after the fifth contact. Many sales people never make it to 5. A lot of them stop trying to connect after the first or second attempt. Even worse if a client DOES buy most sales people don't bother with any follow up communication. Studies show the #1 reason customers stop doing business with a company is "perceived indifference," meaning they feel taken for granted and neglected. Good, consistent communication is key to building great customer relationships. But how do you do that effectively with everything else you have to do?

In this first episode of the SalesRoundup for 2010 Joe and Mike discuss a successful strategy for building and managing stronger client and prospect relationships and introduce you to a unique product that takes the time-consuming work out of the process, is easy to use, and is cost effective.

Happy Holidays

Everyone knows that sales is a difficult profession. The requirments on your time is much more demmanding than a typical job. In fact, if you let them, sales jobs can have a negative impact on your personal life.  We all know workaholics who live eat and breath their jobs.  But what many people don't consider is that not having a good work/life balance can be very detrimental to your sales results.  In this episode Joe and Mike talk about 9 Strategies to help you Balance Sales and Life to make you happier and wealthier.

Sales Strategies and Tactics for staying in front of clients and prospects

Stop em from going (or staying) Silent.

The sales process is moving along great when all of a sudden the prospect goes silent/stops communicating/won’t return your calls. What do you do?  In this episdoe Joe and Mike talk about strategies and tactics you can use to get the prospect reengaged and talking again.

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.

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SalesActionPlan.com

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.

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SalesRoundup Blog
SalesActionPlan.com

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