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.