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.
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While interviewing is by no means the only part of the job seeking process, it is often the final hoop that you must jump through before landing that perfect sales position. By the time you are ready to sit down for an interview, you have hopefully already looked carefully at several potential job opportunities, putting each of them through a strict screening process to find out which of them are actually viable options. Hopefully, you haven’t wasted time applying to jobs which you really have no affinity for and you haven’t gone to interviews with companies who you aren’t fully interested in working for.Read more abouthow to get a top sales job.
We published our first e-Booklet set
Titled “Killer Sales Questions” and “Coffee is for Closers - Deal or no Deal Get Both for only $19.99
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!
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While interviewing is by no means the only part of the job seeking process, it is often the final hoop that you must jump through before landing that perfect sales position. By the time you are ready to sit down for an interview, you have hopefully already looked carefully at several potential job opportunities, putting each of them through a strict screening process to find out which of them are actually viable options. Hopefully, you haven’t wasted time applying to jobs which you really have no affinity for and you haven’t gone to interviews with companies who you aren’t fully interested in working for.Read more abouthow to get a top sales job.
We published our first e-Booklet set
Titled “Killer Sales Questions” and “Coffee is for Closers - Deal or no Deal Get Both for only $19.99
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!
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What’s the difference between chess and checkers? Checkers is basically a game of reaction. Your opponent makes a move, and you react in the best way that you know how. Chess players on the other hand, plan their moves way ahead of time. The best chess players will already know what options are open to them eleven or even twelve moves ahead of time. They think ahead about every possible contingency, and plan accordingly.Read more aboutHow to Plan Your Sales Strategy Several Moves Ahead
We published our first e-Booklet set
Titled “Killer Sales Questions” and “Coffee is for Closers - Deal or no Deal Get Both for only $19.99
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.
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What’s the difference between chess and checkers? Checkers is basically a game of reaction. Your opponent makes a move, and you react in the best way that you know how. Chess players on the other hand, plan their moves way ahead of time. The best chess players will already know what options are open to them eleven or even twelve moves ahead of time. They think ahead about every possible contingency, and plan accordingly.Read more aboutHow to Plan Your Sales Strategy Several Moves Ahead
We published our first e-Booklet set
Titled “Killer Sales Questions” and “Coffee is for Closers - Deal or no Deal Get Both for only $19.99
“Mother may I” selling!
A Sales Plan to Survive an Acquisition
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.
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This week’s Master: Jonathan Bein Managing Partner at z2m4
What’s the difference between chess and checkers? Checkers is basically a game of reaction. Your opponent makes a move, and you react in the best way that you know how. Chess players on the other hand, plan their moves way ahead of time. The best chess players will already know what options are open to them eleven or even twelve moves ahead of time. They think ahead about every possible contingency, and plan accordingly.
The God’s gift Syndrome
Dealing with a new sales manager.
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.
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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.
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Getting a Sales Job
Perfecting The Interview Process
Part 3 of a 3 part series
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.
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Getting a Sales Job - Finding the right opportunities and dealing with recruiters
Part 2 of a 3 part series
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.
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Getting a Sales Job - Assessing your qualifications and resume building
Part 1 of a 3 part series
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.
Listen to this weeks Sales Podcast
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This week’s Master: Jeb Blount, author of PowerPrinciples and founder of SalesGravy.com
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.
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Tim Wackel’s running another one of his FREE tele-seminars (not webinar) this month. The date is Friday April 24th and folks can register by visiting www.timwackel.com and then clicking through the top banner on the home page.
Discovery Centric Selling
Part 4 of a 4 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 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.
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Discovery Centric Selling
Part 3 of a 4 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 three of this four 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.
Listen to this weeks Sales Podcast
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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.
Listen to this weeks Sales Podcast
Audio clip: Adobe Flash Player (version 9 or above) is required to play this audio clip. Download the latest version here. You also need to have JavaScript enabled in your browser.
Discovery Centric Selling
Part 1 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 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.
Listen to this weeks Sales Podcast
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Every Sales Person’s New Worst Competitor and boy are they tough! Part 2 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!. 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.
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This episode of the SalesRoundup is brought to you by the folks at Professional Selling Skills who offer programs and classes in Professional Sales Coaching, Professional Sales Negotiation, Professional Prospecting Skills, and they also have their unique Compass Program. Go to their website to learn more at www.ProfessionalSellingSkills.com and tell them Joe and Mike sent you.
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.
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This week’s Master: Michael Nick President ROI4Sales
This episode of the SalesRoundup is brought to you by the folks at Professional Selling Skills who offer programs and classes in Professional Sales Coaching, Professional Sales Negotiation, Professional Prospecting Skills, and they also have their unique Compass Program. Go to their website to learn more at www.ProfessionalSellingSkills.com and tell them Joe and Mike sent you.
Top of the funnel to ya!
Early stage Pipeline Development is
Critical to Your Success Throughout
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.
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This week’s Master is: Karl Dias Director of Sales Netprospex
Show Notes:
This episode of the SalesRoundup is brought to you by the folks at Professional Selling Skills who offer programs and classes in Professional Sales Coaching, Professional Sales Negotiation, Professional Prospecting Skills, and they also have their unique Compass Program. Go to their website to learn more at www.ProfessionalSellingSkills.com and tell them Joe and Mike sent you.
You’re the next contestant on
“The price is wrong!
Overcoming The Sales Price Objections!
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.
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This week’s Master is: Erich Flynn CEO of Treehouse
Show Notes:
This episode of the SalesRoundup is brought to you by the folks at Professional Selling Skills who offer programs and classes in Professional Sales Coaching, Professional Sales Negotiation, Professional Prospecting Skills, and they also have their unique Compass Program. Go to their website to learn more at www.ProfessionalSellingSkills.com and tell them Joe and Mike sent you.
Selling the Invisible
How to sell Consulting Services with or without a product sale.
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.
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This week’s Master is: Paul Stannard founder and CEO of SmartDraw.com
Death and Taxes - Our Annual Tax Show
What sales people should consider before filing their taxes!
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 tax deductions for sales people to lower their taxes.
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Creating a Sales Action Plan
Part two of a two part series
on creating your territory plan for the new year!
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.
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This week’s Master is: Tim Wackel www.timwackel.com
Tim Wackel is hired by sales executives who want their teams to be more successful at blowing the number away. Tim’s “no excuses” programs are insightful, engaging and focused on providing real world strategies that salespeople can (and will!) implement right away. Sales teams from BMC Software, Cisco, Fossil, Hewlett Packard, Allstate, Thomson Reuters, Raytheon, PricewaterhouseCoopers, Catalina Marketing, Philips Medical Systems, Red Hat and TXU Energy count on Tim to help them create more success in business and in life
Creating a Sales Action Plan
Part one of a two part series
on creating your territory plan for the new year!
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.
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What are you going to do this year?
Setting Your Sales Goals for the New Year!
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.
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This week’s Master is: Listen to all the interviews
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.
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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.
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This week’s Master is: Rick Farrell, President of Tangent Knowledge Systems discusses his new book “Selling has Nothing to do with Selling” www.tangentknowledge.com
Cleaning Up The Mess!
What To Do When First Meetings Go Wrong.
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.
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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.
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Sales Hygiene 101
What turns buyers off to sales people?
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.
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June 29, 2009 
A 90 day Sales turnaround plan!
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We published our first e-Booklet set
Posted in Planning, Podcast 
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Selling in a down economy!
Take me to the next level
Drive by Sales Leadership
The God’s gift Syndrome
We’ll make it up on volume!…
How much is it?
Discovery Centric Selling
Top of the funnel to ya!
