How to get through a sales performance or territory review when you’re not doing well

Your performance this year is not materializing the way you planned.  Your sales are down and you are no where near your quota.   Just when you think things couldn’t get any worse your manager (or even better some corporate sales exec) needs to meet with you to do a performance or territory review.  Talking about walking into the lions den!  In this episode Joe and Mike talk about how to make it out of your performance review alive when things are not going all that well.

Sales Podcast and Sales Blog
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Sales Methodology, The Importance of Clients Relationships in the Sales Process

People buy from people they like.  People buy more from people they like and have a good relationship with than from any other people. Successful sales people know that developing great relationships with clients leads to more sales. In this episode Joe and Mike talk about how to go about building the types of relationships that can lead to more sales success.

Interview with:

Linda Richardson - Founder/Chairwoman of Richardson and author of the NY Times Best Seller "Perfect Selling"

Sales Podcast and Sales Blog
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SalesRoundup Blog

Let’s face it some of the most compelling sales messages don’t stick.  How many times have you delivered a very compelling argument about why someone should buy your product or service only to find the message had fallen on deaf ears?  How many times did you think given the facts the sale would be a “no brainer” for the buyer, but it wasn’t?  Why do some sales messages just seem to die?  The most compelling reasons for someone to buy from you can be lost if the message isn’t presented right.   Its not about the content being presented its about the context in which its presented.  In part three of this three part series on making your sales message stick Joe and Mike discuss making your sales message emotional and how to use stories to make the message stick.

Made to Stick a Sales methodology.

Face it, some of the most compelling sales messages don't stick.  How many times  have you delivered a very compelling argument about why someone should buy your product  or service only to find the message had fallen on deaf ears?  How many times did you  think given the facts the sale would be a "no brainer" for the buyer, but it wasn't?   Why do some sales messages just seem to die?  The most compelling reasons for someone  to buy from you can be lost if the message isn't presented right. It's not about the  content being presented it's about the context of the presentation.

This series is based on the book "Made to Stick" by Chip and Dan Heath which is all  about why some ideas survive and others die. Part two of this three part series on  making your "sales message stick"! Joe and Mike discuss two techniques to effectively communicate your sales message; Concrete and Credible.

Sales Podcast and Sales Blog
Visit our Website to Get Detail Show Notes
SalesRoundup Blog

Made to Stick a Sales methodology.

Let's face it some of the most compelling sales messages don't stick.  How many times have you delivered a very compelling argument about why someone should buy your product or service only to find the message had fallen on deaf ears?  How many times did you think given the facts the sale would be a "no brainer" for the buyer, but it wasn't?  Why do some sales messages just seem to die?  The most compelling reasons for someone to buy from you can be lost if the message isn't presented right. It's not about the content being presented it's about the context of the presention. 

This series is based on the book "Made to Stick" by Chip and Dan Heath which is all about why some ideas survive and others die. Part one of this three part series on making your "sales message stick"! Joe and Mike discuss finding and presenting the core of your sales message and presenting it in an unexpected way that will get people's attention and zero them in on why they are really buying.