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.

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.

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 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.