Mon, 25 August 2008 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. Sales Podcast and Sales Blog Comments[0] |
Mon, 11 August 2008 Top Sales Reps always prospect 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. Sales Podcast and Sales Blog Comments[0] |
Sun, 3 August 2008 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". Sales Podcast and Sales Blog Comments[0] |
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