Mon, 27 October 2008 As the saying goes “you can't shoot the dear from the lodge” meaning you can't close business sitting in your office. You need to get in front of potential clients to be successful in sales. But how do you get in front of them? How do you get in the door? Sales Podcast and Sales Blog Comments[0] |
Mon, 20 October 2008 How to avoid feel good meetings that don’t accomplish anything Did you ever sit down and count how many meetings you’ve participated in over the last year that turned out to be of no value to your selling efforts? How about meetings that seemed to go fantastic, where everyone in the room could “feel the love”, but at the end of the day you got nothing out of it? We refer to these meetings as “Barney Meetings” in reference to the big purple dinosaur that entertains kids and sings “I love you, you love me...” Although they may make you feel good Barney meetings are a complete waste of a sales person’s time. In this episode Joe and Mike talk about how to spot Barney meetings, how to avoid them and how, in some instances you can transform them into worthwhile meetings. Sales Podcast and Sales Blog Comments[0] |
Mon, 13 October 2008 How to successfully navigate through the obstacles created by your own organization that prevent you from selling! Do you sometimes feel that your own company is intentionally or unintentionally making it harder for you to sell? Does your company make you perform lots of tasks that have nothing to do with selling? Did you ever bust your hump to get a deal closed and when you submited it your company it became more difficult to process the order than it was to sell the deal to the prospect? If any of these happened or are happening to you then you're a victim of the sales prevention department. In this episode Joe and Mike talk about how to successfully navigate through the obstacles created by your own organization that prevent you from selling. Sales Podcast and Sales Blog Comments[0] |
Mon, 6 October 2008 Nothing is certain but death, taxes and Sales Reorganizations! Each year companies go through an organizational revamping hoping to increase sales and profit. Senior managers are planning right now for next year's territory changes. So what should you do to minimize your impact? Mike and Joe talk about how you can survive the inevitable sales reorganization and reduce the impact to your territory. Sales Podcast and Sales Blog Comments[0] |
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