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.