Mon, 16 November 2009 In a majority of sales organizations its standard practice to promote the top sales people into management positions. Unfortunately its also standard practice to cause these first time sales managers to fail by not providing them the training and support they need to make the transition into management. This is a double disaster for organizations because not only does the organization often get rid of or loose the new manager, they also loose the sales they were bringing in as a top producer. This week Joe and Mike discuss the pitfalls of promoting your best sales people into management and offer some advice on how to avoid it. Visit our Website to Get Detail Show Notes SalesRoundup Blog SalesActionPlan.com Comments[0] | ||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||
Mon, 9 November 2009 At this very moment millions of people are listening to sales presentations and most of them are probably thinking "when will this be over?" Let's face it sales people exert a lot of energy to get in front of prospects and a good percentage of those sales people blow it by making a mediocre presentation. How are your prospects reacting to your presentations? Are you talking about your client's needs? Could your presentation be better? What are you doing to distinguish yourself from the competition? This week Joe and Mike discus the anatomy of a lousy pitch and give you some ideas about how you can improve yours. Visit our Website to Get Detail Show Notes SalesRoundup Blog SalesActionPlan.com Comments[0] | ||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||
Mon, 2 November 2009 Establishing A False sense of reality be careful what you ask for as a manager you just might get it Are you being bombarded with requests from your managers? In tough times insecure management will lash out by requesting detail information about everything you are doing! This is not productive and often times will have an opposite effect. This week Mike and Joe discuss or shall we say "commiserate" on what to do when management asks for too much information! Visit our Website to Get Detail Show Notes SalesRoundup Blog SalesActionPlan.com Comments[0] | ||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||
Mon, 26 October 2009 Are you seeing a decline in your prospecting results? Maybe its
because you’re not keeping up with the times. Across the board
traditional forms of prospecting are loosing their effectiveness. It
might be time to abandon the old methods and move on to new ones. When Spanish Conquistador Hernando Cortez landed in Mexico, one of his first orders to his men was to burn the ships. In this episode of the SalesRoudup Joe and Mike talk about new ways to prospect and encourage you to “burn the ships” when it comes to doing the same old thing. Visit our Website to Get Detail Show Notes SalesRoundup Blog SalesActionPlan.com Comments[0] | ||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||
Mon, 19 October 2009 Did you ever have a prospect that seemed really interested in your product/service, always eager to learn more, hear more "SEE more" but yet never getting to the stage of actually buying anything? These people are commonly referred to as "seemores" and they can waste a lot of your time if you don’t know how to conteract them. In this episode of the SaelsRoudup Joe and Mike give pointers and how to identify and overcome the "seemores" of the world so you make more sales and earn more money. Visit our Website to Get Detail Show Notes SalesRoundup Blog SalesActionPlan.com Comments[0] | ||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||
Mon, 12 October 2009 Even though it has one of the most direct and substantial impacts on a sales person's compensation a lot of sales people underestimate the importance of negotiation during the sales process. If you're like most sales people your annual income depends on the total dollar amount you sell. If you're constantly reducing your price to get deals done instead of using a sound negotiating strategy you're acting very effectively. In part two this two part series on negotiating Joe and Mike give you one of 4 negotiating patterns, a couple of strategies buyers use and a couple of strategies that sellers use. Visit our Website to Get Detail Show Notes SalesRoundup Blog SalesActionPlan.com Comments[0] | ||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||
Sun, 4 October 2009 Even though it has one of the most direct and substantial impacts on a sales person's compensation a lot of sales people underestimate the importance of negotiation during the sales process. If you're like most sales people your annual income depends on the total dollar amount you sell. If you're constantly reducing your price to get deals done instead of using a sound negotiating strategy you're acting very effectively. In part one of this two part series on negotiating Joe and Mike give you a couple of tips to help you prepare for a negotiation and one of the tactics to use while making concessions. Comments[0] | ||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||
Sun, 20 September 2009 Flu season is upon us and if anyone is going to catch a cold or the flu its probably going to be salespeople. We're constantly traveling, meeting new people and shaking a lot of hands. Getting sick can really hurt your sales efforts. But what are you supposed to do? In this episode Joe and Mike discuss some of the things you can do to reduce your chances of getting sick. Visit our Website to Get Detail Show Notes SalesRoundup Blog SalesActionPlan.com Comments[0] | ||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||
Mon, 14 September 2009
Whether you are about to go into an interview or
your just looking for organizations that you might want to work for its
important to research the organization. In this episode of the SalesRoundup Joe and Mike talk
about how to research an organization when you are looking for a sales job.
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Mon, 7 September 2009 Negotiating is tough enough but when you have to negotiate with someone
who does it for a living, like a professional procurement person,it
becomes a real challenge. In part two of this two part series on
negotiating with procurement Joe and Mike discuss what to do when you are meeting with a procurement professional. Visit our Website to Get Detail Show Notes Comments[0] | ||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||
Mon, 31 August 2009 Negotiating is tough enough but when you have to negotiate with someone who does it for a living, like a professional procurement person,it becomes a real challenge. In part one of this two part series on negotiating with procurement Joe and Mike discuss how to prepare before your initial meeting with a procurement professional. Visit our Website to Get Detail Show Notes Comments[0] | ||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||
Sun, 16 August 2009 Selling consulting requires you to convince somebody that you can accomplish a specific goal within a specific timeframe for a specific amount of money. It's a difficult thing to sell to someone who's never done business with you before. It is IMPOSSIBLE to sell to someone you've done business with and failed to deliver on time and on budget. In this episode of the SalesRoundup Joe and Mike discuss why not meeting the client's expectations when seling consulting is the kiss of death for a sales person and what you need to do to make sure that doesn't happen. Visit our Website to Get Detail Show Notes Comments[0] | ||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||
Mon, 10 August 2009 In order to be in Sales you have to be "on your game”. It's a high stakes game with little tolerance for slackers. You need to perform a high level for an extended period of time to be successful. In much the same way as race cars take pit stops to refuel and retool to reach optimal performance, sales people need a way to relax and reenergize to perform at their best. In this episode of the SalesRoundup Joe and Mike discuss what they do for “Sales Therapy” to keep their head in the game. A special interview with Geoffrey James, author of the Sales Machine blog on BNET.com Visit our Website to Get Detail Show Notes Comments[0] | ||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||
Tue, 4 August 2009 Okay we've all been victims to the Jump! How High? Syndrome! This is where during the sales cycle your prospect asks you to jump through hoops and yes we sometimes act out of fear of losing the deal. They may give short deadlines to respond to a request for information, or may ask you to come tomorrow in and give a demo, or well you get the picture! This week Mike and Joe provide you with a plan on how to deal with demanding prospects during the sales cycle and put you back in the driver's seat! Visit our Website to Get Detail Show Notes Comments[0] | ||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||
Mon, 27 July 2009 This week we have a special show. You see we are on Vacation! However our good friend Doyle Slaton who founded the SalesBlogcast agreed to share with us the sales strategy behind the SalesBlogcast site. In Planning for this episode Doyle asked his readers to suggest sales topics which we discussed in the interview. Check out Doyle at www.SalesBlogcast.com Visit our Website to Get Detail Show Notes Comments[0] | ||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||
Sun, 12 July 2009 Do you want to be successful in sales? Do you want to be a top performer? Do you know what you need to do for that to happen? If you don't know where you're going how are going to get there? In these times people new to sales need a 90 day plan if they want to hit the road running and experienced salespeople need a 90 day plan to help them overcome the sales slump. In part three of this three part series Joe and Mike discuss how you go about laying out the last thirty days of your 90 day sales turnaround plan. Visit our Website to Get Detail Show Notes Comments[0] | ||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||
Mon, 6 July 2009 Do you want to be successful in sales? Do you want to be a top performer? Do you know what you need to do for that to happen? If you don't know where you're going how are going to get there? In these times people new to sales need a 90 day plan if they want to hit the road running and experienced salespeople need a 90 day plan to help them overcome the sales slump. In part two of this three part series Joe and Mike discuss how you go about laying out the second thirty days of your 90 day sales turnaround plan. Visit our Website to Get Detail Show Notes Comments[0] | ||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||
Mon, 29 June 2009 Do you want to be successful in sales? Do you want to be a top performer? Do you know what you need to do for that to happen? If you don't know where you're going how are you going to get there? If you are starting in a new territory or just want to kick start an existing one, to ensure your success you will need to map out a 90 day plan. In part one of this three part series Joe and Mike discuss how you go about laying out the first thirty days of your 90 day sales turnaround plan. Visit our Website to Get Detail Show Notes Comments[0] | ||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||
Mon, 22 June 2009 Let's face it times are tough. People are not buying like they used to. Times like these are very difficult for sales people. That said, there are no excuses. When the going gets tough the tough get going. Your success or failure is dependent on how you manage to get through these times. In this episode Joe and Mike discuss some of things you should be doing to persevere. To sell when they are not buying. Visit our Website to Get Detail Show Notes Comments[0] | ||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||
Mon, 15 June 2009 A common problem with many people is getting to the right level of whatever organization you are trying to sell to. Plenty of people will tell you why you need to do it but not many people tell you how. In this episode Joe and Mike tell you how to penetrate an organization and actually provide you tips for selling higher! Visit our Website to Get Detail Show Notes Comments[0] | ||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||
Mon, 8 June 2009 Drive by Sales management. Most of us have experienced it one time or another. Hopefully none of us are guilty of being one. So called Drive by Sales managers are managers who don't focus on helping their sales people close business. They are too busy managing by numbers or performing tasks completely unrelated to getting deals closed. In this episode Joe and Mike discuss the pitfalls of having or being a drive by sales manager and the things you need to focus on in order to be a successful manager and drive more business. Visit our Website to Get Detail Show Notes Comments[0] | ||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||
Mon, 1 June 2009 You're on top of your game. You're the alpha dog of your sales organization. You've got your own territory, you're bringing in sales and no-one's telling you to slow down. All of a sudden your company gets acquired by a large conglomerate and instead of being top dog you're playing a bit part and you have to ask permission from your company's account manager before you can sell into an account. Welcome to the world of "mother may I?" selling! In this episode Joe and Mike discuss what you can do to adapt and thrive in a "Mother may I" selling environment. Visit our Website to Get Detail Show Notes Comments[0] | ||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||
Tue, 26 May 2009 The God's gift Syndrome Did you ever work for a company who hired a new senior sales manager and both the company leaders and new manager acted as if they were god's gift to sales? They run around the organization touting how "everything is now great" and that the new manager will bring us to the promised land. In this episode Joe and Mike discuss how to deal with a new sales manager. Visit our Website to Get Detail Show Notes Comments[0] | ||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||
Mon, 18 May 2009 Keeping the cost of sales down is important to the health of any organization. It can also be important to a sales person's compensation that is based on net profit as opposed to gross revenue. So how do you keep your cost of sales down? In this episode Joe and Mike discuss techniques and approaches to reduce the cost of sales. Visit our Website to Get Detail Show Notes Comments[0] | ||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||
Mon, 11 May 2009
|
Categories podcastsSyndication 
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Archives January February March April May June July August September October November January February March April May June July August September October November December January February March April May June July August September October November December January February March April May June July August September October November December September October November December 1\clip_filelist.xml" rel="File-List">In this economy its very tough to find a good sales job. With companies downsizing there are a lot more candidates than there are jobs to fill. That's why if you are looking for a sales job its more important now than ever to use a deliberate, strategic approach to getting it. In part three of this three part series on getting a sales job Joe and Mike discuss how to prepare for the interview process. Visit our Website to Get Detail Show Notes Comments[0] | |||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||
Mon, 4 May 2009 In this economy it's very tough to find a good sales job. With companies downsizing there are a lot more candidates than there are jobs to fill. That's why if you are looking for a sales job its more important now than ever to use a deliberate, strategic approach to getting it. In part two of this three part series on getting a sales job Joe and Mike discuss how to find the right opportunities and how to deal with recruiters. Visit our Website to Get Detail Show Notes Comments[0] | ||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||
Mon, 27 April 2009 In this economy it's very tough to find a good sales job. With companies downsizing there are a lot more candidates than there are jobs to fill. That's why if you are looking for a sales job it's more important now than ever to use a deliberate, strategic approach to getting it. In part one of this three part series on getting a sales job Joe and Mike discuss how to go about assessing your qualifications and building a resume. Visit our Website to Get Detail Show Notes Comments[0] | ||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||
Mon, 20 April 2009 Hey Everyone Mike is out sick this week so we are taking a week off so he can get better. Let's have some fun with him and send him a get well e-mail. Comments[0] | ||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||
Mon, 13 April 2009 If you're fortunate enough to sell something that allows you the flexibility to negotiate price, it is important to maximize the deal while making it more attractive to the buyer. In this episode Joe and Mike discuss various aspects of pricing products and services that you should consider before preparing your next sales proposal. Visit our Website to Get Detail Show Notes Comments[0] | ||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||
Mon, 6 April 2009 Its seems like someone comes up with a new,
improved sales process every week. The
problem is hardly any of the people who write them are actual working sales
people or sales managers and their “new process” is usually just a rehashing of
the same old stuff. In part four of
this four part series Joe and Mike discuss how to complete the discovery
centric selling process and walk you through some real life examples of what
the process looks like. Sales Podcast and Sales Blog Visit our Website to Get Detail Show Notes Comments[0] | ||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||
Mon, 30 March 2009 It seems like someone comes up with a new, improved sales process every week. The problem is hardly any of the people who write them are actual working sales people or sales managers and their "new process" is usually just a rehashing of the same old stuff. In part two of this three part series Joe and Mike share with you a sales process that they have been experimenting with in the field - in actual sales situations - with early indications showing a marked improvement in sales close ratios Sales Podcast and Sales Blog Visit our Website to Get Detail Show Notes Comments[0] | ||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||
Mon, 23 March 2009 Discovery Centric Selling Part 2 of a 3 part series Selling The Discovery Process. It seems like someone comes up with a new, improved sales process every week. The problem is hardly any of the people who write them are actual working sales people or sales managers and their “new process” is usually just a rehashing of the same old stuff. In part two of this three part series Joe and Mike share with you a sales process that they have been experimenting with in the field – in actual sales situations – with early indications showing a marked improvement in sales close ratios. Sales Podcast and Sales Blog Comments[0] | ||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||
Mon, 16 March 2009 It seems like someone comes up with a new, improved sales process every week. The problem is hardly any of the people who write them are actual working sales people or sales managers and their "new process" is usually just a rehashing of the same old stuff. In part one of this three part series Joe and Mike share with you a sales process that they have been experimenting with in the field - in actual sales situations - with early indications showing a marked improvement in sales close ratios. Sales Podcast and Sales Blog Visit our Website to Get Detail Show Notes SalesRoundup Blog SalesActionPlan.com Comments[0] | ||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||
Mon, 9 March 2009 He's Here! He's new in town but he's big and he's bad and as far as competitor's go he is your absolute worst nightmare. If you are in sales, any sales, you have a new WORST competitor and you better learn how to deal with it quick!. The recession has created new competition. It's the competition for budget dollars! In part two of this two part episode Joe and Mike discuss what you need to do to compete and win the battle over budget dollars. Sales Podcast and Sales Blog Visit our Website to Get Detail Show Notes SalesRoundup Blog SalesActionPlan.com Comments[0] | ||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||
Mon, 2 March 2009 Every Sales Person's New Worst Competitor and boy are they tough! Part 1 of a 2 part series on beating the competition? He's Here! He's new in town but he's big and he's bad and as far as competitor's go he is your absolute worst nightmare. If you are in sales, any sales, you have a new WORST competitor and you better learn how to deal with it quick!. In part one of this two part episode on the new competitor Joe and Mike discuss who the competitor is and the steps you need to take in the qualification process to help you overcome him. Sales Podcast and Sales Blog Visit our Website to Get Detail Show Notes SalesRoundup Blog SalesActionPlan.com Comments[0] | ||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||
Sun, 22 February 2009 Top of the funnel to ya! Early stage Pipeline Development is Critical to Your Success Through Out Each Stage of the Sales Life cycle.The bigger your pipeline the better you become at qualifying out bad opportunities, the better you become at focusing on the things that make you the most money, the better you become at negotiating and the better you become at closing. A week sales funnel is the root of all evil. So what should you do now to maximize the size of your pipeline? In this episode Joe and Mike discuss how to go about increasing your sales funnel so you can close more deals and maximize your commissions. Sales Podcast and Sales Blog Visit our Website to Get Detail Show Notes SalesRoundup Blog SalesActionPlan.com Comments[0] | ||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||
Sun, 15 February 2009 How many times during a sales process have you heard "your price is too high", "you're going to have to do better than that”, "your competitor's price is much more attractive" or any number of pricing objections? If you're like most sales people it happens to you in almost every sale. Even though it's so common many sales people are unprepared and even fear dealing with it. The result is often to discount your price when you don't have to. In this episode Joe and Mike discuss how to deal with pricing objections successfully so you can close more deals maximize your commission dollars. Sales Podcast and Sales Blog Visit our Website to Get Detail Show Notes SalesRoundup Blog SalesActionPlan.com Comments[0] | ||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||
Mon, 9 February 2009 There is a big difference between selling product and selling a service. You need to convince the prospect of your ability to deliver without them being able to see or touch anything before the sale. In this episode Mike and Joe talk about the unique characteristics of selling consulting services and strategies sales professionals can utilize to increase your chances for success. Sales Podcast and Sales Blog Visit our Website to Get Detail Show Notes SalesRoundup Blog SalesActionPlan.com Comments[0] | ||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||
Sun, 1 February 2009 Sales people are an odd breed in many ways and one of those ways is in how they file their taxes. Because sales often involves travel, entertainment and other miscellaneous expenses its important that sales people know how that affects their taxes. In this episode Joe and Mike talk about the different options available to sales people to lower their taxes. Sales Podcast and Sales Blog Visit our Website to Get Detail Show Notes SalesRoundup Blog SalesActionPlan.com Comments[0] | ||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||
Sun, 25 January 2009 In part two of this two part
episode Mike and Joe talk about how to take your sales goals and
convert them into a Key Account plan that can guide your activity
throughout the year. Sales Podcast and Sales Blog Visit our Website to Get Detail Show Notes SalesRoundup Blog SalesActionPlan.com Comments[0] | ||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||
Sun, 18 January 2009 A smart person once said you
need to plan your work and work your plan. In last week’s episode we
talked about setting goals for the new year. In part one of this two
part episode Mike and Joe talk about how to take those sales goals and
convert them into an territory plan that can guide your activity
throughout the year. Sales Podcast and Sales Blog Comments[0] | ||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||
Thu, 8 January 2009 Back to Zero. Most sales people are starting a new sales year. The sales counter is set back to zero and its time to start chipping away at the sales quota your organization has set for you. Its also time to define your personal sales goals – what do you want to accomplish this year? In this episode Mike and Joe talk about how to go about defining your sales goals for the year and then begin the discussion on translating those goals into a territory or sales plan. Sales Podcast and Sales Blog Comments[0] | ||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||
Wed, 31 December 2008 The SalesRoundup Annual Holiday Party Happy Holidays Everyone! Comments[0] | ||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||
Mon, 15 December 2008 Year end is just around the corner so its time to slow down, reduce your activity level, sit back and cruise through the year end. YEAH RIGHT! If you want to make as much money as possible you should be more active than ever. In this episode Joe and Mike tell you why you should be focused on finding and closing deals and give you some ideas about what to look for to maximize your year. Sales Podcast and Sales Blog Comments[0] | ||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||
Mon, 8 December 2008 How to deal with a psycho sales manager Is your boss insane? Does your boss interfere with your ability to sell? Does he/she ask you to do things that don't make sense and seem like a waste of time? What do you do if your boss is a complete psycho? In this episode of the SalesRoundup Joe and Mike talk about what you can do if your boss is a psycho. Sales Podcast and Sales Blog Comments[0] | ||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||
Mon, 1 December 2008 It's Murphy's Law! Sometimes someone from your own organization does something in a client meeting, presentation, a phone call or in writing that is very detrimental to your sales process. Your only hope for recovery is to do something that will clean up the mess. In this episode Joe and Mike talk about how to minimize bad sales meetings but, if they do happen, strategies you can use to recover. Sales Podcast and Sales Blog Comments[0] | ||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||
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Archives January February March April May June July August September October November January February March April May June July August September October November December January February March April May June July August September October November December January February March April May June July August September October November December September October November December 1\clip_colorschememapping.xml" rel="colorSchemeMapping">In this economy its very tough to find a good sales job. With companies downsizing there are a lot more candidates than there are jobs to fill. That's why if you are looking for a sales job its more important now than ever to use a deliberate, strategic approach to getting it. In part three of this three part series on getting a sales job Joe and Mike discuss how to prepare for the interview process. Visit our Website to Get Detail Show Notes Comments[0] | |||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||
Mon, 4 May 2009 In this economy it's very tough to find a good sales job. With companies downsizing there are a lot more candidates than there are jobs to fill. That's why if you are looking for a sales job its more important now than ever to use a deliberate, strategic approach to getting it. In part two of this three part series on getting a sales job Joe and Mike discuss how to find the right opportunities and how to deal with recruiters. Visit our Website to Get Detail Show Notes Comments[0] | ||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||
Mon, 27 April 2009 In this economy it's very tough to find a good sales job. With companies downsizing there are a lot more candidates than there are jobs to fill. That's why if you are looking for a sales job it's more important now than ever to use a deliberate, strategic approach to getting it. In part one of this three part series on getting a sales job Joe and Mike discuss how to go about assessing your qualifications and building a resume. Visit our Website to Get Detail Show Notes Comments[0] | ||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||
Mon, 20 April 2009 Hey Everyone Mike is out sick this week so we are taking a week off so he can get better. Let's have some fun with him and send him a get well e-mail. Comments[0] | ||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||
Mon, 13 April 2009 If you're fortunate enough to sell something that allows you the flexibility to negotiate price, it is important to maximize the deal while making it more attractive to the buyer. In this episode Joe and Mike discuss various aspects of pricing products and services that you should consider before preparing your next sales proposal. Visit our Website to Get Detail Show Notes Comments[0] | ||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||
Mon, 6 April 2009 In this economy its very tough to find a good
sales job. With companies downsizing
there are a lot more candidates than there are jobs to fill. That's why if you are looking for a sales
job its more important now than ever to use a deliberate, strategic approach to
getting it. In part three of this three
part series on getting a sales job Joe and Mike discuss how to prepare for the
interview process. Visit our Website to Get Detail Show Notes Comments[0] | ||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||
Mon, 4 May 2009 In this economy it's very tough to find a good sales job. With companies downsizing there are a lot more candidates than there are jobs to fill. That's why if you are looking for a sales job its more important now than ever to use a deliberate, strategic approach to getting it. In part two of this three part series on getting a sales job Joe and Mike discuss how to find the right opportunities and how to deal with recruiters. Visit our Website to Get Detail Show Notes Comments[0] | ||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||
Mon, 27 April 2009 In this economy it's very tough to find a good sales job. With companies downsizing there are a lot more candidates than there are jobs to fill. That's why if you are looking for a sales job it's more important now than ever to use a deliberate, strategic approach to getting it. In part one of this three part series on getting a sales job Joe and Mike discuss how to go about assessing your qualifications and building a resume. Visit our Website to Get Detail Show Notes Comments[0] | ||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||
Mon, 20 April 2009 Hey Everyone Mike is out sick this week so we are taking a week off so he can get better. Let's have some fun with him and send him a get well e-mail. Comments[0] | ||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||
Mon, 13 April 2009 If you're fortunate enough to sell something that allows you the flexibility to negotiate price, it is important to maximize the deal while making it more attractive to the buyer. In this episode Joe and Mike discuss various aspects of pricing products and services that you should consider before preparing your next sales proposal. Visit our Website to Get Detail Show Notes Comments[0] | ||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||
Mon, 6 April 2009 Its seems like someone comes up with a new,
improved sales process every week. The
problem is hardly any of the people who write them are actual working sales
people or sales managers and their “new process” is usually just a rehashing of
the same old stuff. In part four of
this four part series Joe and Mike discuss how to complete the discovery
centric selling process and walk you through some real life examples of what
the process looks like. Sales Podcast and Sales Blog Visit our Website to Get Detail Show Notes Comments[0] | ||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||
Mon, 30 March 2009 It seems like someone comes up with a new, improved sales process every week. The problem is hardly any of the people who write them are actual working sales people or sales managers and their "new process" is usually just a rehashing of the same old stuff. In part two of this three part series Joe and Mike share with you a sales process that they have been experimenting with in the field - in actual sales situations - with early indications showing a marked improvement in sales close ratios Sales Podcast and Sales Blog Visit our Website to Get Detail Show Notes Comments[0] | ||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||
Mon, 23 March 2009 Discovery Centric Selling Part 2 of a 3 part series Selling The Discovery Process. It seems like someone comes up with a new, improved sales process every week. The problem is hardly any of the people who write them are actual working sales people or sales managers and their “new process” is usually just a rehashing of the same old stuff. In part two of this three part series Joe and Mike share with you a sales process that they have been experimenting with in the field – in actual sales situations – with early indications showing a marked improvement in sales close ratios. Sales Podcast and Sales Blog Comments[0] | ||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||
Mon, 16 March 2009 It seems like someone comes up with a new, improved sales process every week. The problem is hardly any of the people who write them are actual working sales people or sales managers and their "new process" is usually just a rehashing of the same old stuff. In part one of this three part series Joe and Mike share with you a sales process that they have been experimenting with in the field - in actual sales situations - with early indications showing a marked improvement in sales close ratios. Sales Podcast and Sales Blog Visit our Website to Get Detail Show Notes SalesRoundup Blog SalesActionPlan.com Comments[0] | ||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||
Mon, 9 March 2009 He's Here! He's new in town but he's big and he's bad and as far as competitor's go he is your absolute worst nightmare. If you are in sales, any sales, you have a new WORST competitor and you better learn how to deal with it quick!. The recession has created new competition. It's the competition for budget dollars! In part two of this two part episode Joe and Mike discuss what you need to do to compete and win the battle over budget dollars. Sales Podcast and Sales Blog Visit our Website to Get Detail Show Notes SalesRoundup Blog SalesActionPlan.com Comments[0] | ||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||
Mon, 2 March 2009 Every Sales Person's New Worst Competitor and boy are they tough! Part 1 of a 2 part series on beating the competition? He's Here! He's new in town but he's big and he's bad and as far as competitor's go he is your absolute worst nightmare. If you are in sales, any sales, you have a new WORST competitor and you better learn how to deal with it quick!. In part one of this two part episode on the new competitor Joe and Mike discuss who the competitor is and the steps you need to take in the qualification process to help you overcome him. Sales Podcast and Sales Blog Visit our Website to Get Detail Show Notes SalesRoundup Blog SalesActionPlan.com Comments[0] | ||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||
Sun, 22 February 2009 Top of the funnel to ya! Early stage Pipeline Development is Critical to Your Success Through Out Each Stage of the Sales Life cycle.The bigger your pipeline the better you become at qualifying out bad opportunities, the better you become at focusing on the things that make you the most money, the better you become at negotiating and the better you become at closing. A week sales funnel is the root of all evil. So what should you do now to maximize the size of your pipeline? In this episode Joe and Mike discuss how to go about increasing your sales funnel so you can close more deals and maximize your commissions. Sales Podcast and Sales Blog Visit our Website to Get Detail Show Notes SalesRoundup Blog SalesActionPlan.com Comments[0] | ||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||
Sun, 15 February 2009 How many times during a sales process have you heard "your price is too high", "you're going to have to do better than that”, "your competitor's price is much more attractive" or any number of pricing objections? If you're like most sales people it happens to you in almost every sale. Even though it's so common many sales people are unprepared and even fear dealing with it. The result is often to discount your price when you don't have to. In this episode Joe and Mike discuss how to deal with pricing objections successfully so you can close more deals maximize your commission dollars. Sales Podcast and Sales Blog Visit our Website to Get Detail Show Notes SalesRoundup Blog SalesActionPlan.com Comments[0] | ||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||
Mon, 9 February 2009 There is a big difference between selling product and selling a service. You need to convince the prospect of your ability to deliver without them being able to see or touch anything before the sale. In this episode Mike and Joe talk about the unique characteristics of selling consulting services and strategies sales professionals can utilize to increase your chances for success. Sales Podcast and Sales Blog Visit our Website to Get Detail Show Notes SalesRoundup Blog SalesActionPlan.com Comments[0] | ||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||
Sun, 1 February 2009 Sales people are an odd breed in many ways and one of those ways is in how they file their taxes. Because sales often involves travel, entertainment and other miscellaneous expenses its important that sales people know how that affects their taxes. In this episode Joe and Mike talk about the different options available to sales people to lower their taxes. Sales Podcast and Sales Blog Visit our Website to Get Detail Show Notes SalesRoundup Blog SalesActionPlan.com Comments[0] | ||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||
Sun, 25 January 2009 In part two of this two part
episode Mike and Joe talk about how to take your sales goals and
convert them into a Key Account plan that can guide your activity
throughout the year. Sales Podcast and Sales Blog Visit our Website to Get Detail Show Notes SalesRoundup Blog SalesActionPlan.com Comments[0] | ||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||
Sun, 18 January 2009 A smart person once said you
need to plan your work and work your plan. In last week’s episode we
talked about setting goals for the new year. In part one of this two
part episode Mike and Joe talk about how to take those sales goals and
convert them into an territory plan that can guide your activity
throughout the year. Sales Podcast and Sales Blog Comments[0] | ||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||
Thu, 8 January 2009 Back to Zero. Most sales people are starting a new sales year. The sales counter is set back to zero and its time to start chipping away at the sales quota your organization has set for you. Its also time to define your personal sales goals – what do you want to accomplish this year? In this episode Mike and Joe talk about how to go about defining your sales goals for the year and then begin the discussion on translating those goals into a territory or sales plan. Sales Podcast and Sales Blog Comments[0] | ||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||
Wed, 31 December 2008 The SalesRoundup Annual Holiday Party Happy Holidays Everyone! Comments[0] | ||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||
Mon, 15 December 2008 Year end is just around the corner so its time to slow down, reduce your activity level, sit back and cruise through the year end. YEAH RIGHT! If you want to make as much money as possible you should be more active than ever. In this episode Joe and Mike tell you why you should be focused on finding and closing deals and give you some ideas about what to look for to maximize your year. Sales Podcast and Sales Blog Comments[0] | ||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||
Mon, 8 December 2008 How to deal with a psycho sales manager Is your boss insane? Does your boss interfere with your ability to sell? Does he/she ask you to do things that don't make sense and seem like a waste of time? What do you do if your boss is a complete psycho? In this episode of the SalesRoundup Joe and Mike talk about what you can do if your boss is a psycho. Sales Podcast and Sales Blog Comments[0] | ||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||
Mon, 1 December 2008 It's Murphy's Law! Sometimes someone from your own organization does something in a client meeting, presentation, a phone call or in writing that is very detrimental to your sales process. Your only hope for recovery is to do something that will clean up the mess. In this episode Joe and Mike talk about how to minimize bad sales meetings but, if they do happen, strategies you can use to recover. Sales Podcast and Sales Blog Comments[0] | ||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||
