Mon, 24 November 2008 Competitive selling is similar to a game of chess. if you don't have a strategy in mind and/or you don't anticipate your opponents moves your chances of winning are not very good. Do you know who your competitors are and what makes what they sell different from yours? More importantly do you know how to sell against them? Do you know how they sell against you? Do you know how to get this information? In this episode Joe and Mike talk about working with sources of competitive intelligence and offer advice on ways you can increase your competitive effectiveness so you can win more deals. Sales Podcast and Sales Blog Comments[0] |
Mon, 17 November 2008 Did you ever wonder why so many people are apprehensive about talking to a sales person? Why is it that sales people have such a negative stereotype? Could it be our own fault? What is it that turns buyers off to sales people? In this episode Joe and Mike examine actual feedback from prospects who’ve had bad experiences with sales people, talk about what it was the sales person did wrong and offer suggestions so you can avoid these common mistakes. Sales Podcast and Sales Blog Comments[0] |
Mon, 10 November 2008 Congratulations! You been selected to be the next sales manager. The only problem is the operation you'll be managing has been underperforming for a long time and you will sink or swim based on your ability to turn it around. In part 2 of the is 2 part series on territory turnaround Joe and Mike talk about how a sales manager might go about accessing what's wrong with an underperforming territory and give you a strategy and plan of attack for fixing it. Sales Podcast and Sales Blog Comments[0] |
Mon, 3 November 2008 Turning around an underperforming sales organization Part 1 of a 2 part series Taking over an underperforming territory can be a daunting challenge even for the most experienced of sales people. What would you do if you were given that task? In this episode Joe and Mike talk about how they would go about assessing a new territory and what steps they would take to make it profitable as soon as quickly as possible. Sales Podcast and Sales Blog Comments[0] |
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