Sun, 26 November 2006  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.Comments[0] |
Sun, 19 November 2006  Sometimes sales processes just get stuck and no matter what you do you just can seem to get the client to move forward. Joe and Mike talk about some alternative approaches to get "unstuck" Sales PodcastComments[0] |
Sun, 12 November 2006  Did you ever keep working a sales cycle that you knew in the back of your mind was not going to close? We all have at one point or another. Joe and Mike talk about the "ain’t gonna buy" signals to look for so you don't end up chasing a pipe (line) dream. Texas Holdem Sales Podcast?Comments[0] |
Sun, 5 November 2006  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 Comments[0] |
Sun, 29 October 2006  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!Comments[0] |
Sun, 22 October 2006 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 Comments[0] |
Sun, 15 October 2006  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 PodcastComments[0] |
Sun, 8 October 2006  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!Comments[0] |
Sun, 1 October 2006  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 Comments[0] |
Sun, 24 September 2006  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.Comments[0] |
Sun, 17 September 2006  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 Comments[0] |
Sun, 10 September 2006  Its been about half a decade since the bubble burst on the dotcom world but the ripple effect is obvious in the way organizations buy large ticket items and, consequently, the way we have to sell. Joe and Mike talk about the way selling has changed since the bubble popped and the things sales people need to key in on during the sales process to be successful in today’s market. Sales PodcastComments[0] |
Sun, 3 September 2006  Has it really been a year! The first SalesRoundup Podcast was launched on September 5 th, 2005. Joe and Mike talk about some the memorable moments on the show, share some stories and talk about what's coming up the year ahead. Sales PodcastComments[0] |
Sun, 27 August 2006  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 PodcastComments[0] |
Sun, 20 August 2006  How often are you in front of your customers or prospects? Answer: Not as often as you should be. So what do you do when you get your first meeting? We’ve all heard the quote “Talk Half As Much And Listen Twice As Much� but actually the money is in the questionsComments[0] |
Sun, 13 August 2006  There is a huge industry that many sales people aren’t aware of comprised of companies primarily engaged in sales financing or sales financing in combination with leasing. Sales financing companies lend to provide collateralized goods through a contractual installment sales agreement. Joe and Mike show you how to leverage these financing companies to overcome budget and/or cash flow objections. Sales PodcastComments[0] |
Sun, 6 August 2006  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 PodcastComments[0] |
Sun, 30 July 2006  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 Comments[0] |
Sun, 23 July 2006  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!Comments[0] |
Mon, 10 July 2006  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 PodcastComments[0] |
Wed, 5 July 2006  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.Comments[0] |
Mon, 3 July 2006  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.Comments[0] |
Sun, 25 June 2006  SRP 060626 Is Your Baby Ugly? Is your CRM System A sales automation tool or A sales prevention tool? 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. Comments[0] |
Sun, 18 June 2006  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.Comments[0] |
Sun, 11 June 2006  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!Comments[0] |
Sun, 4 June 2006  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. Comments[0] |
Sun, 28 May 2006  Over 60 percent of first time sales people will fail in their first sales position. Don’t be a statistic. Sales Podcast Comments[0] |
Sun, 21 May 2006  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 Comments[0] |
Sun, 14 May 2006  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. Comments[0] |
Sun, 7 May 2006  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 PodcastComments[0] |
Sun, 30 April 2006  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 Comments[0] |
Sun, 23 April 2006  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 PodcastComments[0] |
Sat, 15 April 2006  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 PodcastComments[0] |
Sun, 9 April 2006  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 Comments[0] |
Sat, 1 April 2006  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 PodcastComments[0] |
Sat, 25 March 2006  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 PodcastComments[0] |
Sat, 18 March 2006  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 PodcastComments[0] |
Sat, 11 March 2006  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 PodcastComments[0] |
Sun, 5 March 2006  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 PodcastComments[0] |
Mon, 27 February 2006  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!Comments[0] |
Wed, 22 February 2006  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 Comments[0] |
Wed, 22 February 2006  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 PodcastComments[0] |
Wed, 22 February 2006  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 readerComments[0] |
Wed, 22 February 2006  Mike and Joe will take you through a 90 day new hire plan! Sales PodcastComments[0] |
Mon, 23 January 2006  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!
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Fri, 13 January 2006  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...Comments[0] |
Mon, 26 December 2005  Happy Holidays!! Mike and Joe Record The show From The SalesRoundup Holiday Party!!
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Sun, 18 December 2005  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!Comments[0] |
Sun, 18 December 2005  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.Comments[0] |
Sun, 4 December 2005  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!Comments[0] |
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SalesRoundup Podcast The SalesRoundup Podcast and Blog www.salesroundup.com
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