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.