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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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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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!

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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.

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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.

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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.

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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.

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.

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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.

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.

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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 one of this two part series on negotiating with procurement Joe and Mike discuss how to prepare before your initial meeting with a procurement professional.

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Selling consulting requires you to convince somebody that you can accomplish a specific goal within a specific timeframe for a specific amount of money. It's a difficult thing to sell to someone who's never done business with you before. It is IMPOSSIBLE to sell to someone you've done business with and failed to deliver on time and on budget. In this episode of the SalesRoundup Joe and Mike discuss why not meeting the client's expectations when seling consulting is the kiss of death for a sales person and what you need to do to make sure that doesn't happen.

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In order to be in Sales you have to be "on your gameâ€�.  It's a high stakes game with little tolerance for slackers.  You need to perform a high level for an extended period of time to be successful.  In much the same way as race cars take pit stops to refuel and retool to reach optimal performance, sales people need a way to relax and reenergize to perform at their best.  In this episode of the SalesRoundup Joe and Mike discuss what they do for “Sales Therapyâ€� to keep their head in the game.

A special interview with Geoffrey James, author of the Sales Machine blog on BNET.com

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Okay we've all been victims to the Jump! How High? Syndrome! This is where during the sales cycle your prospect asks you to jump through hoops and yes we sometimes act out of fear of losing the deal.  They may give short deadlines to respond to a request for information, or may ask you to come tomorrow in and give a demo, or well you get the picture! This week Mike and Joe provide you with a plan on how to deal with demanding prospects during the sales cycle and put you back in the driver's seat!

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This week we have a special show. You see we are on Vacation!  However our good friend Doyle Slaton who founded the SalesBlogcast agreed to share with us the sales strategy behind the SalesBlogcast site. In Planning for this episode Doyle asked his readers to suggest sales topics which we discussed in the interview.  Check out Doyle at www.SalesBlogcast.com

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Do you want to be successful in sales?  Do you want to be a top performer? Do you know what you need to do for that to happen? If you don't know where you're going how are going to get there? In these times people new to sales need a 90 day plan if they want to hit the road running and experienced salespeople need a 90 day plan to help them overcome the sales slump. In part three of this three part series Joe and Mike discuss how you go about laying out the last thirty days of your 90 day sales turnaround plan.

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Do you want to be successful in sales? Do you want to be a top performer? Do you know what you need to do for that to happen? If you don't know where you're going how are going to get there? In these times people new to sales need a 90 day plan if they want to hit the road running and experienced salespeople need a 90 day plan to help them overcome the sales slump.  In part two of this three part series Joe and Mike discuss how you go about laying out the second thirty days of your 90 day sales turnaround plan.

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Do you want to be successful in sales? Do you want to be a top performer? Do you know what you need to do for that to happen? If you don't know where you're going how are you going to get there?

If you are starting in a new territory or just want to kick start an existing one, to ensure your success you will need to map out a 90 day plan.

In part one of this three part series Joe and Mike discuss how you go about laying out the first thirty days of your 90 day sales turnaround plan.

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Let's face it times are tough.  People are not buying like they used to.  Times like these are very difficult for sales people.  That said, there are no excuses.  When the going gets tough the tough get going.  Your success or failure is dependent on how you manage to get through these times.  In this episode Joe and Mike discuss some of things you should be doing to persevere.  To sell when they are not buying.

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A common problem with many people is getting to the right level of whatever organization you are trying to sell to.  Plenty of people will tell you why you need to do it but not many people tell you how.  In this episode Joe and Mike tell you how to penetrate an organization and actually provide you tips for selling higher!

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Drive by Sales management. Most of us have experienced it one time or another.   Hopefully none of us are guilty of being one. So called Drive by Sales managers are managers who don't focus on helping their sales people close business. They are too busy managing by numbers or performing tasks completely unrelated to getting deals closed. In this episode Joe and Mike discuss the pitfalls of having or being a drive by sales manager and the things you need to focus on in order to be a successful manager and drive more business.

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You're on top of your game.  You're the alpha dog of your sales organization.  You've got your own territory, you're bringing in sales and no-one's telling you to slow down.  All of a sudden your company gets acquired by a large conglomerate and instead of being top dog you're playing a bit part and you have to ask permission from your company's account manager before you can sell into an account.   Welcome to the world of "mother may I?" selling!  In this episode Joe and Mike discuss what you can do to adapt and thrive in a "Mother may I" selling environment.

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The God's gift Syndrome

Did you ever work for a company who hired a new senior sales manager and both the company leaders and new manager acted as if they were god's gift to sales? They run around the organization touting how "everything is now great" and that the new manager will bring us to the promised land.

In this episode Joe and Mike discuss how to deal with a new sales manager.

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Keeping the cost of sales down is important to the health of any organization.  It can also be important to a sales person's compensation that is based on net profit as opposed to gross revenue. So how do you keep your cost of sales down?   In this episode Joe and Mike discuss techniques and approaches to reduce the cost of sales.

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In this economy its very tough to find a good sales job.  With companies downsizing there are a lot more candidates than there are jobs to fill.   That's why if you are looking for a sales job its more important now than ever to use a deliberate, strategic approach to getting it.  In part three of this three part series on getting a sales job Joe and Mike discuss how to prepare for the interview process.

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In this economy it's very tough to find a good sales job.  With companies downsizing there are a lot more candidates than there are jobs to fill.   That's why if you are looking for a sales job its more important now than ever to use a deliberate, strategic approach to getting it.  In part two of this three part series on getting a sales job Joe and Mike discuss how to find the right opportunities and how to deal with recruiters.

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In this economy it's very tough to find a good sales job.  With companies downsizing there are a lot more candidates than there are jobs to fill. That's why if you are looking for a sales job it's more important now than ever to use a deliberate, strategic approach to getting it.  In part one of this three part series on getting a sales job Joe and Mike discuss how to go about assessing your qualifications and building a resume.

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Hey Everyone

Mike is out sick this week so we are taking a week off so he can get better.  Let's have some fun with him and send him a get well e-mail.

If you're fortunate enough to sell something that allows you the flexibility to negotiate price, it is important to maximize the deal while making it more attractive to the buyer.  In this episode Joe and Mike discuss various aspects of pricing products and services that you should consider before preparing your next sales proposal.

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Its seems like someone comes up with a new, improved sales process every week.   The problem is hardly any of the people who write them are actual working sales people or sales managers and their “new processâ€� is usually just a rehashing of the same old stuff.   In part four of this four part series Joe and Mike discuss how to complete the discovery centric selling process and walk you through some real life examples of what the process looks like.

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It seems like someone comes up with a new, improved sales process every week.   The problem is hardly any of the people who write them are actual working sales people or sales managers and their "new process" is usually just a rehashing of the same old stuff.

In part two of this three part series Joe and Mike share with you a sales process that they have been experimenting with in the field - in actual sales situations - with early indications showing a marked improvement in sales close ratios

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Discovery Centric Selling
Part 2 of a 3 part series
Selling The Discovery Process.

It seems like someone comes up with a new, improved sales process every week.   The problem is hardly any of the people who write them are actual working sales people or sales managers and their “new processâ€� is usually just a rehashing of the same old stuff.

In part two of this three part series Joe and Mike share with you a sales process that they have been experimenting with in the field – in actual sales situations – with early indications showing a marked improvement in sales close ratios.

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It seems like someone comes up with a new, improved sales process every week. The problem is hardly any of the people who write them are actual working sales people or sales managers and their "new process" is usually just a rehashing of the same old stuff.  In part one of this three part series Joe and Mike share with you a sales process that they have been experimenting with in the field - in actual sales situations - with early indications showing a marked improvement in sales close ratios.

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He's Here!  He's new in town but he's big and he's bad and as far as competitor's go he is your absolute worst nightmare.  If you are in sales, any sales, you have a new WORST competitor and you better learn how to deal with it quick!.  The recession has created new competition. It's the competition for budget dollars! In part two of this two part episode Joe and Mike discuss what you need to do to compete and win the battle over budget dollars.

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Every Sales Person's New Worst Competitor and boy are they tough!
Part 1 of a 2 part series on beating the competition?

He's Here!  He's new in town but he's big and he's bad and as far as competitor's go he is your absolute worst nightmare.  If you are in sales, any sales, you have a new WORST competitor and you better learn how to deal with it quick!.  In part one of this two part episode on the new competitor Joe and Mike discuss who the competitor is and the steps you need to take in the qualification process to help you overcome him.

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Early stage Pipeline Development is Critical to Your Success Through Out Each Stage of the Sales Life cycle.

The bigger your pipeline the better you become at qualifying out bad opportunities, the better you become at focusing on the things that make you the most money, the better you become at negotiating and the better you become at closing. A week sales funnel is the root of all evil. So what should you do now to maximize the size of your pipeline? In this episode Joe and Mike discuss how to go about increasing your sales funnel so you can close more deals and maximize your commissions.

How many times during a sales process have you heard "your price is too high", "you're going to have to do better than thatâ€�,  "your competitor's price is much more attractive" or any number of pricing objections?

If you're like most sales people it happens to you in almost every sale. Even though it's so common many sales people are unprepared and even fear dealing with it. The result is often to discount your price when you don't have to.

In this episode Joe and Mike discuss how to deal with pricing objections successfully so you can close more deals maximize your commission dollars.

There is a big difference between selling product and selling a service. You need to convince the prospect of your ability to deliver without them being able to see or touch anything before the sale.  

In this episode Mike and Joe talk about the unique characteristics of selling consulting services and strategies sales professionals can utilize to increase your chances for success.

Sales people are an odd breed in many ways and one of those ways is in how they file their taxes.  Because sales often involves travel, entertainment and other miscellaneous expenses its important that sales people know how that affects their taxes.  In this episode Joe and Mike talk about the different options available to sales people to lower their taxes.

A smart person once said you need to plan your work and work your plan.  In last week’s episode we talked about setting goals for the new year.  In part one of this two part episode Mike and Joe talk about how to take those sales goals and convert them into an territory plan that can guide your activity throughout the year.

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Back to Zero.  Most sales people are starting a new sales year.  The sales counter is set back to zero and its time to start chipping away at the sales quota your organization has set for you.  Its also time to define your personal sales goals –  what do you want to accomplish this year?  In this episode Mike and Joe talk about how to go about defining your sales goals for the year and then begin the discussion on translating those goals into a territory or sales plan.

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Year end is just around the corner so its time to slow down, reduce your activity level, sit back and cruise through the year end.  YEAH RIGHT!   If you want to make as much money as possible you should be more active than ever.  In this episode Joe and Mike tell you why you should be focused on finding and closing deals and give you some ideas about what to look for to maximize your year.

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How to deal with a psycho sales manager

Is your boss insane?  Does your boss interfere with your ability to sell? Does he/she ask you to do things that don't make sense and seem like a waste of time? What do you do if your boss is a complete psycho?  In this episode of the SalesRoundup Joe and Mike talk about what you can do if your boss is a psycho.

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It's Murphy's Law!  Sometimes someone from your own organization does something in a client meeting, presentation, a phone call or in writing that is very detrimental to your sales process. Your only hope for recovery is to do something that will clean up the mess.  In this episode Joe and Mike talk about how to minimize bad sales meetings but, if they do happen, strategies you can use to recover.

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Competitive selling is similar to a game of chess.  if you don't have a strategy in mind and/or you don't anticipate your opponents moves your chances of winning are not very good. 

Do you know who your competitors are and what makes what they sell different from yours?  More importantly do you know how to sell against them? Do you know how they sell against you? Do you know how to get this information?  In this episode Joe and Mike talk about working with sources of competitive intelligence and offer advice on ways you can increase your competitive effectiveness so you can win more deals.

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Did you ever wonder why so many people are apprehensive about talking to a sales person? Why is it that sales people have such a negative stereotype?  Could it be our own fault?  What is it that turns buyers off to sales people?   In this episode Joe and Mike examine actual feedback from prospects who’ve had bad experiences with sales people, talk about what it was the sales person did wrong and offer suggestions so you can avoid these common mistakes.

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Congratulations! You been selected to be the next sales manager. The only problem is the operation you'll be managing has been underperforming for a long time and you will sink or swim based on your ability to turn it around. In part 2 of the is 2 part series on territory turnaround Joe and Mike talk about how a sales manager might go about accessing what's wrong with an underperforming territory and give you a strategy and plan of attack for fixing it.

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Turning around an underperforming  sales organization Part 1 of a 2 part series

Taking over an underperforming territory can be a daunting challenge even for the most experienced of sales people.  What would you do if you were given that task?   In this episode Joe and Mike talk about how they would go about assessing a new territory and what steps they would take to make it profitable as soon as quickly as possible.

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As the saying goes “you can't shoot the dear from the lodgeâ€� meaning you can't close business sitting in your office.  You need to get in front of potential clients to be successful in sales.  But how do you get in front of them?  How do you get in the door? 
In this episode Joe and Mike talk about how to leverage references and what to say to potential prospects to entice them to meet with you.  To help you get invited in through that proverbial door.

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How to avoid feel good meetings that don’t accomplish anything

Did you ever sit down and count how many meetings you’ve participated in over the last year that turned out to be of no value to your selling efforts?  How about meetings that seemed to go fantastic, where everyone in the room could “feel the loveâ€�, but at the end of the day you got nothing out of it?   We refer to these meetings as “Barney Meetingsâ€� in reference to the big purple dinosaur that entertains kids and sings “I love you, you love me...â€�  Although they may make you feel good Barney meetings are a complete waste of a sales person’s time.   In this episode Joe and Mike talk about how to spot Barney meetings, how to avoid them and how, in some instances you can transform them into worthwhile meetings.

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How to successfully navigate through the obstacles created by your own organization that prevent you from selling!

Do you sometimes feel that your own company is intentionally or unintentionally making it harder for you to sell? Does your company make you perform lots of tasks that have nothing to do with selling? Did you ever bust your hump to get a deal closed and when you submited it your company it became more difficult to process the order than it was to sell the deal to the prospect? If any of these happened or are happening to you then you're a victim of the sales prevention department. In this episode Joe and Mike talk about how to successfully navigate through the obstacles created by your own organization that prevent you from selling.

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Nothing is certain but death, taxes and Sales Reorganizations! Each year companies go through an organizational revamping hoping to increase sales and profit. Senior managers are planning right now for next year's territory changes. So what should you do to minimize your impact? Mike and Joe talk about how you can survive the inevitable sales reorganization and reduce the impact to your territory.

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How to get through a sales performance or territory review when you’re not doing well

Your performance this year is not materializing the way you planned.  Your sales are down and you are no where near your quota.   Just when you think things couldn’t get any worse your manager (or even better some corporate sales exec) needs to meet with you to do a performance or territory review.  Talking about walking into the lions den!  In this episode Joe and Mike talk about how to make it out of your performance review alive when things are not going all that well.

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Sales Methodology, The Importance of Clients Relationships in the Sales Process

People buy from people they like.  People buy more from people they like and have a good relationship with than from any other people. Successful sales people know that developing great relationships with clients leads to more sales. In this episode Joe and Mike talk about how to go about building the types of relationships that can lead to more sales success.

Interview with:

Linda Richardson - Founder/Chairwoman of Richardson and author of the NY Times Best Seller "Perfect Selling"

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Let’s face it some of the most compelling sales messages don’t stick.  How many times have you delivered a very compelling argument about why someone should buy your product or service only to find the message had fallen on deaf ears?  How many times did you think given the facts the sale would be a “no brainerâ€� for the buyer, but it wasn’t?  Why do some sales messages just seem to die?  The most compelling reasons for someone to buy from you can be lost if the message isn’t presented right.   Its not about the content being presented its about the context in which its presented.  In part three of this three part series on making your sales message stick Joe and Mike discuss making your sales message emotional and how to use stories to make the message stick.

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Made to Stick a Sales methodology.

Face it, some of the most compelling sales messages don't stick.  How many times  have you delivered a very compelling argument about why someone should buy your product  or service only to find the message had fallen on deaf ears?  How many times did you  think given the facts the sale would be a "no brainer" for the buyer, but it wasn't?   Why do some sales messages just seem to die?  The most compelling reasons for someone  to buy from you can be lost if the message isn't presented right. It's not about the  content being presented it's about the context of the presentation.

This series is based on the book "Made to Stick" by Chip and Dan Heath which is all  about why some ideas survive and others die. Part two of this three part series on  making your "sales message stick"! Joe and Mike discuss two techniques to effectively communicate your sales message; Concrete and Credible.

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Made to Stick a Sales methodology.

Let's face it some of the most compelling sales messages don't stick.  How many times have you delivered a very compelling argument about why someone should buy your product or service only to find the message had fallen on deaf ears?  How many times did you think given the facts the sale would be a "no brainer" for the buyer, but it wasn't?  Why do some sales messages just seem to die?  The most compelling reasons for someone to buy from you can be lost if the message isn't presented right. It's not about the content being presented it's about the context of the presention. 

This series is based on the book "Made to Stick" by Chip and Dan Heath which is all about why some ideas survive and others die. Part one of this three part series on making your "sales message stick"! Joe and Mike discuss finding and presenting the core of your sales message and presenting it in an unexpected way that will get people's attention and zero them in on why they are really buying.

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Improve your Sales productivity through formal sales education

Let's face it no matter how much finesse you think is involved in selling at the end of the day Sales is a science. That said why is it so hard to find educational institutions that offer a degree in Sales?  There are more sales people than there are marketing people, finance people, or lawyers combined.  So why do all those professions have accredited degree programs but not sales?  In this episode Joe and Mike talk about getting a sales education and why educational institutions need to pay more attention to sales as a major.

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Top Sales Reps always prospect
Cold calling or nontraditional prospecting what works?

If you're not consistently adding new prospects to your pipeline you are not going to be successful long term. Top sales people know that Prospecting is the MOST important aspect of selling.

In this episode Joe and Mike discuss different aspects of prospecting and offer tips on how to be more successful at finding qualified prospects.

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Serving up the big cheese!

Leveraging your senior executives in a sales cycle

Executive Sales Call Plan - Leveraging your senior executives in a sales cycle

During the sales process sometimes it's necessary to bring in a company evangelist or someone from your senior management team to advance the sale.  Unfortunately doing so is fraught with danger - it could negatively effect the sale and/or the person you bring in might get a negative impression of you.  You have to know when to bring them in, why to bring them in, how to prepare them and how to keep them on message. Most importantly you have to preserve your control over the sales process and not surrender it to your management. In this episode Joe and Mike discuss what you can do to increase your odds of success when you "Serve up the big cheese".

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We are on vacation and you are with us.  Mike and Joe are taking some well deserved time off. We will be back with a regular schedule on August 4.

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How to make the most out of sales meetings during the summer time lul in activity

Its summer (at least in the USA) which means people are more relaxed, going on vacations and loosing any sense of urgency about doing business.   If you're a sales person summer often has a negative effect on your ability to close sales.  In this episode Joe and Mike offer up some ideas that might help you improve your sales performance over the summer.

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Sales Networking

The advent of Web 2.0 presents a whole new opportunity to leverage technology to reach potential prospects and partners.  But where do you start?  In this episode Joe and Mike talk about different social networking tools, how they use them to drive awareness and how you can leverage them to find more opportunities.

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It's the end of the quarter for a majority of sales people which means it's reality check time on how close your actual sales were to what you forecasted. Forecasting is a difficult process fraught with errors but its important to your success to get it right.  In this episode Joe and Mike talk about why the forecasting process often goes astray and what sales people and sales managers can do to improve their forecasting accuracy.

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Sales Recruitment Hire The Top Sales People in Your Industry

Because of its direct impact on the bottom line hiring the right sales reps and sales managers is critical to the success of any company.  However, there are few challenges as daunting as selecting people with the potential to be top performers.  In this episode Joe and Mike discuss how to go about selecting top sales reps and sales managers including identifying the characteristics that are most important in determining their potential for success.

Sales Podcast and Sales Blog
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Okay the spring marketing tradeshow circuit is winding down. Does your company have a procedure to handle all the "Sales Leads"?  This week Mike and Joe talk about how to take inquiries and turn them into qualified sales leads.

Sales Podcast and Sales Blog
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What do you measure to predict future sales performance?  Is it the number of cold calls made?  The number of face-to-face visits?  The number of opportunities in the pipeline?  Those gauges are important to monitor but how realistic is it to rely on them to forecast sales?  Do those measurements actually help you figure out "the dollars in the door"?

In this episode Joe and Mike talk about the pitfalls of relying on traditional methods of predicting sales results and in some cases how measuring them can negatively impact your sales.   They will also discuss what sales people and sales managers should be looking at and offer a method to determine if you are focusing on the types activity that will lead to "the dollars in the door".

Sales Podcast and Sales Blog
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In tough economic times elite sales professionals follow a few basic behaviors to assure top performance. In this the final episode of the series "Selling in a Down Economy" Mike and Joe Interview Tim Wackel, founder and president of The Wackel Group, about the top three key sales strategies you should be deploying right now to ensure your success!

Sales Podcast and Sales Blog
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In tough economic times elite sales professionals follow a few basic behaviors to assure top performance. In this the final episode of the series "Selling in a Down Economy" Mike and Joe Interview Tim Wackel, founder and president of The Wackel Group, about the top three key sales strategies you should be deploying right now to ensure your success!

Sales Podcast and Sales Blog
Visit our Website to Get Detail Show Notes
SalesRoundup Blog

There are a few basic behaviors that top salespeople should follow in tough economic times to sustain their performance. First, make your customer's goals your personal objectives. Demonstrate how your product or service will advance their ambitions. Only propose solutions that solve their business problems! Second, justify all proposals with payback beginning in the current fiscal year. In tough economic times every customer will be looking to save money. Third, and perhaps the most important, reduce their risk! This is especially acute in a down economy. No one wants to take on additional risk when times are tough.

This week Mike and Joe talk with Jeb Blount, author of PowerPrinciples and founder of SalesGravy.com about Understanding Your Customer's needs throughout this turbulent period.

Sales Podcast and Sales Blog
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Part 1 of a three part series on Selling in a Tough Economic Times

In sales there are many things we can control. The economy is not one of them! Even the Federal Reserve Chairman is having a difficult time with the economy. We do however have total control over the one thing that will separate the top sales performers from the nonperformers and that is our attitude.

Attitude drives behavior and if you maintain a positive attitude you will outperform over 80% of your peers. Optimistic sales people will perform better than their negative peers by nearly 40%. You have control over your mind.

This week Mike and Joe talk about Maintaining A Positive Attitude through this tough economic period. Additionally they have an with interview Rocky LaGrone, founder of The Training Group.

Sales Podcast and Sales Blog
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 Many of the most successful athletes, performers, and business professionals have coaches.  But did you know many of the most successful sales professionals have coaches too?  A good sales coach can really help sales professionals hone their skills and MAKE MORE MONEY.

A personal sales coach can help you identify your strengths, overcome weaknesses  and guide you to become the top professional in your industry.

A good sales coach will become your mentor and partner. Together you set goals and design plans to meet your business objectives. A sales coach will give you encouragement and feedback, celebrate your victories, and keep you focused to minimize your losses

In this episode Joe and Mike talk about why Sales Coaching is important and how to select a good coach.

 

Sales Podcast and Sales Blog
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It's May already and if your company has a calendar year end that means you are already 5 months into the sales year.  When was the last time you looked at that sales plan you put together at the beginning of the year?   In this episode Joe and Mike talk about why it's important to review your sales plan right now and offer some key strategies to help you update your sales business plan.

Sales Podcast and Sales Blog
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How many times have you been at the end of a quarter and had a deal slip?  We have!  We tell our sales manager "we didn't lose the deal we just ran out of TIME".

If we just improve our time management skills just a little, the impact to our bottom line earnings will be incredible.

Do the math! Take your annual income (salary bonus and commissions) and divide it by 2000.  2000 is the average hours in a year adjusted for vacations weekends and holidays etc.  If you make $75,000 per year then your hourly rate is approximately $37.50. 

Okay now that you have established your hourly worth, what if you could just improve your sales time management by say one hour a week?  You would earn an additional $1,950 a year! That's almost a three percent increase in income! Cha-Ching Cha-Ching!

This week Mike and Joe talk about effective time management skills as it relates to sales professionals.

Sales Podcast and Sales Blog
SalesRoundup.com    SalesRoundup Blog

Did you ever have to split a commission with someone in another territory who tried to lay claim to a deal you closed?   Did you ever have someone try to take credit for a deal closed in your territory?   What do you do?   In this episode Joe and Mike talk about sales turf wars – what can happen, how they affect the organization and how to avoid them.

Did you ever get the feeling right after you closed a deal that you could have made the deal bigger?  And how many times have you run into the bully from procurement when its time to negotiate?   In episode three of a three part series on negotiating Joe and Mike discuss how to avoid leaving money on the table and how to deal with procurement bullies.

Sales Podcast and Sales Blog

The best chess players are the ones who think several moves ahead and consider every possible countermove their opponent can make.  The same is true for professional negotiators!  The better you plan for an upcoming negotiation the better your chances of getting the deal and making more money.   In episode two of this three part series on strategic negotiating Joe and Mike discuss why it’s important to plan for every negotiation session and how Professional Sales people utilize a deliberate negotiating Strategy.

Negotiating Strategies for Sales Professionals

Do you say the words "discount" or "negotiate" whenever someone asks you about price? Are you offering a discount before the prospect asks for one?   If so you are negotiating with yourself which is NEVER a good idea.  In episode one of this three part series on negotiating Joe and Mike discuss how to avoid negotiating with yourself and offer other advice that will help you become a better negotiator and maximize the size of your deals.

Sales Reference Utilization for Closing the Sales Process

Using references as part of your sales process

Do you leverage existing clients to help you close new business? In this episode Joe and Mike discuss how to turna good client into a good reference and how best to utilize references during the Sales Process to help you close more business faster.

This is the good version!

Sales Referral Generation and Referral Utilization. Sometimes the most direct way to get into the door is through someone else.  Do you know how to get a referral?  Do you know how to leverage a referral to get access?  In this episode Joe and Mike discuss how to get and use referrals to get access to the right people and generate more sales.

Sales Referral Generation and Referral Utilization. Sometimes the most direct way to get into the door is through someone else.  Do you know how to get a referral?  Do you know how to leverage a referral to get access?  In this episode Joe and Mike discuss how to get and use referrals to get access to the right people and generate more sales.

Sales Networking through Social Networking Technology

Are you leveraging Social Networking to drive more sales?  Is your marketing department using Web 2.0 to get you more leads?  More and more organizations are utilizing social networking technology to make more money. Shouldn't you be doing it too? In this episode Joe and Mike discuss the diferent technologies they use and are aware of and how to utilize them to close more business.

Hiring Sales Representatives  and Sales Managers

Hiring the right sales people and sales managers is a life or death decision for many organizations.  Hire right and you thirve.  Hire wrong and your revenue disappears.  In this episode Joe and Mike discuss their thoughts on how to go about hiring the best sales people.

Do you know how to navigate through a long discovery meeting? Do you know how to end a discovery meeting?  In this final part of a three part series on discovery Mike and Joe tell you how to structure the discovery meeting, how to finish it and offer lots of tips that will help ensure you have a successful meeting.

Do you know what is the most important information a salesperson needs to know about a prospect or client?   Do you know how to get that information?  In part two of this three part series on discovery Mike and Joe talk about what information you need to focus on when doing discovery, the types of questions you need to ask, how to leverage your knowledge to barter for the information you want and how to know definitively whether or not you’re talking to the right person.

Discovery Meetings Selling Strategies for Sales Professionals

You got your first meeting with the prospect. Now what are you going to do? Most sales professionals will tell you about the value of doing discovery but how many of us actually do it effectively? How many times have you or a sales person you know gone in to a discovery meeting only to make a sales pitch before knowing what the prospectâs problem really is? In part one of this three part series Mike and Joe talk about how to start a discovery meeting, the value of keeping the discovery door open and how to identify when its time to move to the next phase of the sales cycle.

Selling Consulting Services as a Sales Professional.

There is a big difference between selling products and selling services.  As a sales professional its important to understand what those differences are.  In this episode Mike and Joe talk about the unique characteristics of selling services and strategies sales professionals can utilize to increase your chances for success.

It's undeniable that if you don't know where you are going you're never going to get there.   So how can you attain your personal sales goals if you don't define what they are?   In this episode Mike and Joe talk about how to go about defining your sales goals for the year and then translating those goals into a territory plan.

A changing of the guard.  For salespeople, the begiining of a new year often means change - change in territory, change in accounts, etc.  Taking over someone else's territory and finding opportunities in  previously unsuccessful prospects can be tricky but also very rewarding.  In this episode Mike and Joe discuss how to go about finding and working opportunities in previously worked but currently inactive accounts.

If your company's year end was December 31st you might be thinking its time to relax. The year just finished so why not take it easy for a while. WRONG! You're in sales to make money.  Its time to get busy. Its time to RELEASE THE HOUNDS! In this episode Joe and Mike give you some ideas about what you should be doing right now to get your year started right.

Merry Christmas and Happy New Year!

Holiday gift giving is part of any good sales strategy.  When done correctly it can help you build stronger relationships.   It can even be used to make previously unreceptive clients and prospects engage you.  In this episode Joe and Mike give you some ideas and strategies for holiday gift giving that will help you build stronger relationships inside and outside your organization.

Play Sales Chess not Sales checkers strategic vs tactical

The concept of strategy has been borrowed from the military and adapted for use in business.  In sales, as in the military, strategy bridges the gap between policy and tactics.  Together, strategy and tactics bridge the gap between ends and means.  Strategy answers the question: What are the ends we seek and how should we achieve them, in other words strategy is a plan, a "how," a means of getting from here to there.  Too often sales people dive into sales without taking the time to develop a strategy for success and more often than not it results in less than satisfactory results.   In this episode Joe and Mike talk about how to go about developing an effective sales strategy that will improve your success and help make more money.

If you're familiar with the "Charlie Brown" comic strip you know that no matter how many times he tried Charlie Brown could never kick the football, never pitch a winning game, and never win the affections of the cute little red-headed-girl.  "Charlie Brown syndrome" does not refer to the fact that Charlie always lost, it refers to the fact that despite the actuality that he always lost, he just kept doing it.  It's this sense of despair and pessimism from facing constant defeat, but within it, always some sort of hope that convinces you that this time, you might just kick the football.   In this episode Joe and Mike talk about identifying the Charlie Brown syndrome in the sales process and what you can do to overcome it.

It's the little things that matter  - for sales professionals getting the little things right can make the difference between winning a deal and losing a deal more often than not.  If you want to be successful you have to do the ordinary things better than everybody else every day.   This is especially true in highly competitive sales - close competitive sales are won by paying attention to the details.

In this episode Joe and Mike talk about the little things you need to focus on in every sales cycle in order to make more money.

How often has someone in your sales management asked you a question that on the surface appeared stupid or annoying?   In this episdoe Joe and Mike talk about some of the stupidest sales management questions and, more imnportantly, how you should respond to them.

A picture is worth a thousand words.  Improve your creditability with your prospect by delivering your message on their whiteboard.  Mike and Joe discuss how to deliver a scripted whiteboard presentation.

The quicker the sales process the faster you make money and the more sales processes you can get engaged in hence the more money you make.  In this episdoe Joe and Mike talk about strategies you can use to accelerate the sales process.

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

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.

Management Coaching for first time sales managers

It's a fact that just like star athletes the most successful sales managers have coaches.   Having a sales management coach is especially important for first time sales managers given their high rate of failure.  In this last part of a four part series on first time sales managers Joe and Mike discuss the importance of getting a coach, what to look for in a coach and how to go about getting one.

Hiring the right sales people has a tremendous impact on the success of any Sales Force. But how does a sales manager figure out who the best candidates are? In this third part of a four part series on first time sales managers Joe and Mike discuss some of the secrets to identifying the best sales people BEFORE you hire them.

Becoming a sales manager for the first time is one of the most difficult and challenging career moves of your life – hence the high failure rate for first time sales managers. In this second part of a four part series Joe and Mike discuss how to assess your Human Capital you’ve been assigned as a sales manager from both a current and historical perspective.

Becoming a sales manager for the first time is one of the most difficult and challenging career moves of your life, hence the high failure rate for first time sales managers.  In this first part of a four part series Joe and Mike discuss how to assess the territory you’ve been assigned as a sales manager from both a current and historical perspective.

Closing business sooner rather than later is always a good thing.  But sometimes clients aren’t ready to buy.   Joe and Mike discuss sales strategies for closing business early to maximize year end sales results by buying it from the client.

I Hate Q3! But love it or hate it now is the time to implement your sales strategy to maximize year end sales results.  Joe and Mike talk about the things you should do now to finish the year with the biggest bang.

Don't forget the sales tax!  Do you know what expenses you can and can't deduct from your taxes at the end of the year?  Joe and Mike talk about the different options available to sales people to lower their taxes.

Wow It’s our 100th show and two year anniversary! Mike and Joe share there most memorable sales over their careers. Sales Podcast and Sales Blog

Its ok to take Vacation. The annual Podcast direct from vacation.

Live form Pragmatech!   Joe and Mike go on location at Pragmatech Software to learn about Pragmatech’s innovative sales effectiveness applications and talk about sales with the leaders of Pragmatech’s sales and marketing organizations.

Managing your Sales Manager – Sales Managers vary widely in their sales knowledge and management style.  Learning how to work with your sales manager and leverage his/her strengths can make a big difference on your sales results.  In this episode Mike and Joe talk about managing your sales manager to help you be more successful.

Sales Podcast and Sales Blog

SalesRoundup.com SalesRoundup Blog

Leveraging the internet to get the information you need to know about your prospects and clients

Internet 101 for Sales People – leveraging the internet to get the information you need to know about your prospects and clients
In this rerun episode Mike and Joe talk about internet tools Sales professionals use to learn about and keep on top of recent news about your prospects and clients

SalesRoundup.com SalesRoundup Blog

Sales Stockholm Syndrome - becoming too friendly with your clients to the detriment of your sales performance.

When a sales person becomes too friendly with his / her client and cross the line.  They go too far and put the client above the company.  Joe and Mike talk about how sales professionals can protect themselves from getting into that situation.

SalesRoundup Blog  SalesRoundup.com

There is a cure for the summer time blues - overcoming the lull of activity in July and August

Its mid summer in many locals which means many sales people are experiencing a slump in activity.  Joe and Mike talk about how sales professionals can overcome the lull of activity to maximize their sales activity and make more sales.

Visit our website at www.salesroundup.com/blog

Presentation Nirvana! What will they really remember about your sales presentation and the products and/or services you sell?  Joe and Mike talk about how sales professionals can hone their presentation skills to make a lasting impression and,more importantly, make more sales.

 Triage for the First Time Sales Manager 

It's a fact that first time sales managers have a high failure rate. Even the most seasoned sales professionals struggle to make the transition.  Joe and Mike talk about how first time sales managers can increase their chances for success. Sales Podcast and Sales Blog

Cold Calling Sales Methodology for getting the first meeting

Open Sesame! Getting in the door - How to land that initial meeting.

The purpose of Cold Calling is most often to get that initial meeting.  However many Sales Methodologies don't tell you how to land it.   Joe and Mike talk about how Sales professionals go about getting that first meeting and how to select or develop the one that's right for you.

Finding your own Sales Methodology

There are lots of different Sales Methodologies available in print or through Sales Training course. But how does a Sales professional go about selecting and or creating a Sales Methodology they can call their own? Joe and Mike discuss the different Sales Methodologies available and how to select or develop the one that's right for you.

"Pay no attention to the man behind the curtain" ! - Sales event planning - a Sales Podcast describing the process of planning and executing effective sales events. When done right sales events can be a very effective means of generating new leads as well as advancing existing sales processes. Joe and Mike discuss how to plan and execute effective sales events.

When the going gets tough, the tough get Coaching - Sales Coaching is a great way for Sales professionals to hone their Sales and Sales Management skills.  Joe and Mike discuss different approaches to getting good Sales Coaching.

Sales Podcast and Sales Blog

Vendini is the fastest-growing ticketing solutions provider in the industry today. They provide dependable and easy-to-use integrated ticketing solutions for any-sized venue. Mike and Joe have a "fire side chat" with the Boston based sales team. We discuss the challenges of a new successful expanding company delivering the latest solution within the integrated ticketing market.

"The Road Warriors guide to using reward programs" Sales professionals often travel a lot so knowing how to utilize and maximize travel reward programs can save save a sales person time, money and increase their standard of living while on the road.  Joe and Mike discuss how sales people can get the most out of reward programs.

A Sales Podcast and Blog describing the tactical sales tools to use when confronted with an angry prospect or customer/client that needed to be pressured by the Sales person in order to move the sales process forward.    Joe and Mike talk about what sales professionals do when confronted with irate clients so you can win deals even after they get angry.

Believe it or not confrontation CAN be used as a tactical sales tool in your sales process.  Complex sales cycles can get stalled when clients and/or prospects procrastinate or take steps/make decisions based on incorrect information that jeopardize the sale.  Sometimes you need to confront them to get the sales process back on track.

Sales Podcast Sales Blog

Increase your close ratio and effectiveness in the complex sales process by utilizing sales techniques that enable you to disqualify prospects earlier in the sales cycle that are not good Sales Opportunities. On this weeks show Mike and Joe discuss complex sales strategies to improve your ability to qualify prospects.  Learn about profiling your customer, the process of "Getting to No", the importance of getting the prospect to reveal the budget early, and how to avoid common mistakes such as making too many follow up calls. Sales Podcast and Sales Blog.

Navigating through a decision by committee  is the most difficult complex sales you will ever experience.  If you find yourself in this type of sales cycle there are some key sales techniques you should employ to improve your close ratio.  On this weeks show Mike and Joe discuss complex sales strategies to improve your ability to close the big deal which will untimely increase commissions. Sales Podcast

This week Mike and Joe talk about The best questions to ask during the different phases of the sales cycle: prospecting, discovery, persuasion, closing, negotiation, etc..

"A good sales person is one who employs the Socratic approach to discovering the truth" said Mike??? Sales Podcast

As Promised here is our first SalesRoundup Sales Video Podcast

This week Mike and Joe talk about Tactical Tricks of the Trade

Sales Podcast

This week mike and Joe talk about the elements of an effective account plan. Sales Podcast

This week mike and Joe start a series on Effective Account Management. Sales Podcast

In this episode Mike and Joe talk about dumbest things they have done throughout their careers. Sales Podcast

In this episode Mike and Joe talk about negotiating tactics from the view of the customer and sales professional. Sales Podcast

In this episode Mike and Joe talk about negotiating tactics and how to effectively deal with concessions. Sales Podcast

This week Mike and Joe start a three part series on effective negotiation. Part one, the basic principles of negotiations. Sales Podcast

In this episode Mike and Joe talk about internet tools you can use to learn about and keep on top of recent news about your prospects and clients. Sales Podcast

Part 3 of a three part series on prospecting. In this episode Mike and Joe talk about overcoming the inevitable objections that WILL come up on a majority of cold calls. They’ll explain how you get past those objections to get the appointment. Sales Podcast

Part 2 of a three part series on prospecting.  In this episode Mike and Joe talk about the objectives of cold calling and how to maximize your effectiveness.

Part 1 of a three part series on prospecting. In this episode Mike and Joe talk about what you need to do BEFORE you make the first call

In this episode Mike and Joe talk about the thrid step in territory planning. Major - Key Account Planning! Sales Podcast

In this episode Mike and Joe talk about the second step in territory planning. Analyzing Your Territory! Sales Podcast

Part one of a three part series on sales territory and account planning In this episode Mike and Joe talk about the first step in territory planning - Setting goals !

Mike and Joe give you key tips to maximize your sales kickoff!

Happy New Year Everyone!  Mike and Joe will be back with our regular programming next week.  Sales Podcast

Year End Quota Maximization Strategies
to make your year end deals bigger!

Need to increase a deal to make your quota? Mike and Joe talk about how to grow your existing deals and bring in Q1 business early. Don't miss this one. You may just get the nugget you need to put you over the finish line! Sales Podcast

Customer objections are part of almost every sales cycle. How many deals have you closed without an obstacle? Learn how Mike and Joe effectively handle any objection while protecting the relationship with the customer. By learning to handle objections correctly, you will improve your sales performance. Sales Podcast!

Mike and Joe talk about how to gain access to power! You will learn techniques on how to get higher in the organization and why it’s important! Sales Podcast.

Sometimes it pays to bring senior management into a sales cycle.  But you have to know when, you have to know how, you have to know who, you have to know why and you have to know when you absolutely shouldn't!   Joe and Mike talk about when to bring in THE BIG GUNS. Sales Podcast.

Have you ever had a salesperson cold call you and do or say something so dumb you just had to shake your head?   Don't be that dummy!  Mike and Joe talk about what NOT to do when your cold calling, then Greg and Mike from "The Cold Calling Podcast" talk about what you SHOULD do. Sales Podcast

Wouldn’t it be nice if you only needed to talk to your clients when it came time for them to buy something? Unfortunately that’s not often the case. You need to stay in front of clients and establish relationships as “trusted advisors� so that when you walk through their door they are not thinking “here he/she comes again! What are they going to try to make me buy this time?� Joe and Mike talk about different reasons to get in front of the client. Sales Podcast!

Its that time of year - Year End is coming fast, you're worried about making quota and everyone around you is running around like chickens without heads. For this Halloween holiday show Joe and Mike will give you some ideas to get you focused on year end and tame those demons in your head. Sales Podcast

If you’ve been in sales for a while you’ve experienced those sales cycles that go astray for no good reason.   Mike and Joe talk about creative and sometimes off-the-wall strategies that might help you get back in.  When you have nothing to loose, try something unorthodox.  Sales Podcast

It takes a lot of effort to find a prospect. Make the most of it!   It's not important that the prospect know what you sell when you walk out of every meeting, but it's extremely important that you understand what will motivate the prospect to buy something from you.  In this episode you will learn what to do when meeting with your prospect. Sales Podcast!

Mike and Joe discuss hiring new sales reps.  How we find the diamond in the rough. Sales Podcast

Thank you to all of our listeners who support us! We made it to the first page over at iTunes Business Podcast

Mike and Joe talk about how to ensure you get your deals done by year end. Don't miss this one. You may just get the nugget you need to put you over the finish line! Sales Podcast.

What strategy do you use to overcome the competition?  Do you know what they say about you?  Joe and Mike discuss strategies for dealing with competitors that will get them fired and help you make more sales. Sales Podcast

The ability to negotiate contracts successfully can make or break a sale AND have a huge impact on your ongoing relationship with the client.  Its imperative that thought and planning go into the negotiation and execution of a contract  and the relationship between a salesperson and his/her  organization’s contract or legal team is key.  Joe and Mike talk about talk about how to work with your contract people to make them a positive factor, instead of a negative factor in the sales process. Sales Podcast

Marketing is everything that you do to reach and persuade prospects. The sales process is everything that you do to close the sale and get a signed agreement or contract. However it's not uncommon for a company to be unbalanced when it comes to these two ingredients of business success. Are you effectively integrating your marketing and sales process? Sales Podcast

How do you deal with the emotional rollercoaster ride common to almost every sales job?  How do you fight the sales anxiety monster?  Joe and Mike talk about how to react to the emotional peaks and troughs of selling, how to increase your own personal motivation and how to manage others through it.
In the words of James Whitcomb Riley The most essential factor is persistence - the determination never to allow your energy or enthusiasm to be dampened by the discouragement that must inevitably come
Sales Podcast

The ability to negotiate effectively with your customers and with people inside your organization is not only critical to your closing rate but makes a big difference in how much money you take home. Joe and Mike discuss the tactical negotiation skills you can use in a competitive environment with challenging prospects and customers. Negotiating Sales Podcast!

How do your clients perceive you? What traits would they use to describe you? How would you want them to describe you, i.e., what is your â??Personal Brandâ??? In advertising terms, branding is the "image" created in the minds of people when they see or hear a name, product or logo. Companies invest a lot of money in creating and maintaining their brand, how much do you invest in developing your own "Personal Brand"?. Mike and Joe talk about Personal Branding and how you can leverage it to differentiate yourself personally and develop a reputation that will help you earn more money. Sales Podcast

As professional salespeople, we need to earn the respect of C-level buyers. . All C-level executives have had experiences with salespeople through personal purchases of say, automobiles, houses, insurance etc. Based on these experiences, they have group us all together into the same category. If we are selling to the CIO, WELL that poses an additional complexity. You see, CIO's come from a technical background, where the past 25 years of their life has been based on scientific notation and a logical structured thought process. We need to understand how they think and make decisions by Getting into the head of the EIEIO. Sales Podcast.

As professional salespeople, we need to earn the respect of C-level buyers. . All C-level executives have had experiences with salespeople through personal purchases of say, automobiles, houses, insurance etc�?�¢?�?�¦ Based on these experiences, they have group us all together into the same category. If we are selling to the CIO, WELL that poses an additional complexity. You see, CIO's come from a technical background, where the past 25 years of their life has been based on scientific notation and a logical structured thought process. We need to understand how they think and make decisions by Getting into the head of the EIEIO. Sales Podcast.

Many companies have spent hundreds of thousands of dollars and multiple years on CRM deployment projects, only to find they made a bad choice. Don't let this happen to your company. Be sure the key decision criteria are based around the “Field Sales� person’s personal productivity. The number one objective when implementing any SFA system is to improve the productivity of the people who produce the REVENUE! All else is secondary. Sales Podcast.

You are what you write! Mike and Joe Talk about the importance of effective persuasive writing and how it can improve your sales performance. Sales Podcast.

Back by popular demand, the closing show.  Mike and Joe reveal their personal closing techniques on how to get deals done. Nowhere else will you get such unique techniques as The Hypothetical or Objection leap over close, The Puppy Dog close, The Help me Help you or the stop the bleeding close and many more.  Don’t miss this sales podcast!

The sales compensation show! Mike and Joe discuss the key components you should take into account when considering your next sales position.  They share their personal comp plan experiences.  Learn how to maximize your income by better understanding your companies compensation plan.  Sales Podcast.

Over 60 percent of first time sales people will fail in their first sales position. Don’t be a statistic. Sales Podcast

No it’s not a show on The DaVinci Code! Selling today is more competitive than ever. You need to elevate your position with your customer to a Trusted Advisor Status. How? By integrating Return on Investment (ROI) in your sales process. Sales Podcast

Goal setting is a subject that most everyone is somewhat familiar, but often overlook.

In our live for the-moment society, we often forget about the importance of setting personal and business goals.  Mike and Joe discuss techniques on setting both personal and professional goals.  Sales Podcast.

If you want to be a sales manager or are an existing sales manager this show is a must hear! Packed with practical tips, and advice from Mike and Joe's personal experience, you will learn some key tips to look out for as you manage your way to success!  Sales Podcast

The cost of acquiring new customers, according to many surveys, runs 8 to 10 times more than the cost of keeping existing ones. So you get a stronger return on your sales dollars if you have loyal happy customers.  Mike and Joe talk about how to achieve consistent recurring business from your existing clients! Sales Podcast

Do you send out quality proposals or just a price list?  Do you just cut and paste to save time? What is your close ratio when you send out a proposal? Learn how to write quality proposals and improve your close rate! Sales Podcast

Increase your sales coverage by implementing an indirect sales channel.  It's a numbers game. Increase your selling days! The more people you have selling on your behalf, the more sales you will make.  But what is the tradeoff? Sales Podcast

It's the Year 2006!
We have a variety of technologies available to communicate with our customers and prospects. Mike and Joe explore the new technologies you can leverage to get your deals done! SalesPodcast

Don't get bogged down with tasks and requests that are wasting your time causing you to earn less money. Mike and Joe talk about how to deal with nonproductive requests from your boss, customers, and co-workers.  Sales Podcast

Mike and Joe talk about how to gain access to power! You will learn techniques on how to get higher in the organization and why itâ??s important! Sales Podcast

Don't just show up and throw up! Mike and Joe discuss tips and techniques of effective presentations. You will learn unique and powerful skills to help you present with conviction, and accomplish your objectives. Sales Podcast

Sales Podcast. An Elevator Pitch is a concise, carefully planned, and well-practiced description about your company that your mother should be able to understand in the time it would take to ride up the elevator of a one story building! Okay maybe ten â?? But thatâ??s it! Sales Podcast

Customer objections are part of almost every sales cycle. How many deals have you closed without an obstacle? Learn how Mike and Joe effectively handle any objection while protecting the relationship with the customer. By learning to handle objections correctly, you will improve your sales performance. Sales Podcast

Networking is a great way to expand the world you live in. And whether you're talking about formal networking events, continuing education classes, social gatherings or other functions, they're all prime opportunities to meet new people and/or further relations with those you would like to know better. Mike and Joe share key techniques and skill on how to improve your networking skills!

In loving memory of the first quarter who died from a violent robbery from the fourth quarter and endless non-productive meetings. The 31st March 2006. Age 64 days! Mike and Joe discuss how to save the first quarter! Good luck! Great Interview with John from TheMshow Tech Roundup Segment Portable GPS never get lost on your way to a call again! Show Notes & Links: Thanks to John at theMshow for helping with this weeks TechRoundup. Check out theMshow it's a Great Podcast

In sales Time Is Money! Mike and Joe expose the time wasters that cost you Money! Learn how to deal with people who have good intentions but keep you from achieving your optimal performance! Oh and that could be your boss???? Chris is back! For his next installment of the RealityRoundup! Selling Podcast

There's Gold in Them Thar Territories... Mike and Joe will give you prospecting tips to find that sweet nugget of gold in your territory Interview Jeff Goldberg from DEI Management Group Phone office 516.255.9313 Cell 516.314.9037 Email salestrainer@optonline.net The Schiffman Classic! Cold Calling Techniques (That Really Work!)Now in its 5th Edition is only $9.95 at Amazon.com Tech Roundup Segment Natural Soft Text reader

Mike and Joe will take you through a 90 day new hire plan! Sales Podcast

Ah it's that time of the year! Yes it's Territory Planning Time. Mike and Joe will take you through the steps and components of a successful territory plan! We are Back... Charged Up... and Ready to GO!

Joe hasn't seen Mike since the Holiday party and is wondering if he is coming back. He puts a call into Mike and well...

Happy Holidays!! Mike and Joe Record The show From The SalesRoundup Holiday Party!!

This week the SalesRoundup Podcast has a Special Guest Interview! The Interview is with a Top Performing Sales Rep and he will share his techniques on how he made it to be the #1 Rep with his organization!

Strategic accounts are the life blood of your companies business; they play a critical role in the success of great salespeople. Learn a market proven methodology for developing and managing a strategic account program in your territory.

Need to increase a deal to make your quota? Mike and Joe talk about how to grow your existing deals and bring in Q1 business early. Don't miss this one. You may just get the nugget you need to put you over the finish line!

Now more than ever, salespeople are looking for ways to increase sales by improving their effectiveness. Stop wasting time and resources chasing the turkeys in your pipeline!

Get organized - Stay focused - Be disciplined and Keep your sanity under the yearend pressure to make your quota.

Learn how to deal with and RFP that you didn't influence! Be a member of the SalesRoundup Team... We are looking for a Sales Person to participate in the Reality Roundup for Q1. If your are interested send an email to Joe@salesroundup.com

Hunting The Great White Elephant … Strategies for going after the huge deals without getting killed if it does/or doesn’t close! BIG deals can reduce your sales performance! Don’t let the BIG deal consume you! Whether you close it or not The BIG deal can reduce your overall performance. Learn how to handle the BIG deal and continue to perform at optimum levels.

Do you "cave in" and sell on price instead of building value when closing high-profit deals? Stop leaving money on the table! You have a quota to achieve. Mike and Joe have over three decades of experience in negotiating high tech deals. Learn how to close the sale without having to reduce your price!

Have you been asked to participate at a trade show? If so, you're not alone. Many companies find that trade shows can be one of their best sources of new business as well as a good way to attract media attention. But many companies Squander marketing dollars and sales resources by not executing the basics at trade shows Learn how to get quality leads at your next trade show!

Learn how Mike and Joe deal with the competition in a complex cutthroat sales cycle. Don't let the competition drive your deal. Take control of your sales cycle!

Okay you invested time sending letters, making cold calls, convincing the prospect to meet with you, coordinating schedules, traveling to the call, now its time to Shut up and listen. In this episode you will learn what to do on your first sales call, and more importantly what to avoid! We have a great interview with Marty Clarke, Author of "Communication Land Mines". Listen and be sure you don't step on one!

Learn how to secure the resources you need to get your deals done. The end of the year is fast approaching and resources are limited. How will you get the resources you need to close business and meet your objective?

The Dos and Don'ts of Interviewing! Mike and Joe share what hiring managers look for in a sales interview. They have seen it all and now you can benefit from their vast experience And if that isn't enough, Mike and Joe interview Scott Rachman, of The Rachman Group. The Rachman Group is a premier provider of full-service staffing solutions. Visit us at www.salesroundup.com

Show Three of the SalesRoundup Podcast is now available. Title: To Cold Call or Not to Cold Call... Is that a question? Joe "If you're cold calling you are wasting time and money"! "I just don't believe in it"! Wow you've got to hear this one folks! In our interview segment, Ron La Vine, a prospecting master, will share his insight on successful cold calling. visit us at www.salesroundup.com

Close More Sales by Year-End and exceed your quota! Selling Technology is a complex process. In the Coffee for Closers episode Mike and Joe talk about their experiences in closing the big deals.. In the interview segment Rich, an experience IT sales professional gives his secretes to improving his close ratio! Visit us at www.salesroundup.com

July and August are traditionally slow sales months. (Especially selling to a committee). Why? Everybody takes vacation at some time in July or August and they don't all take the same two weeks! Including You! It's time to pick up the pace and move your deals along! The summer is almost over. What did you do during the slow summer months to ensure you will have a good third quarter? What creative techniques can you do now to keep your deals on track and avoid them from slipping into the next fiscal period? Visit us at www.salesroundup.com