Sales strategies for dealing with prospects and customers that have become angry as a result of having to put pressure on them to move the sales process forward

May 20, 2007

“Falling on the sword” A Sales Podcast and Blog describing the tactical sales tools to use when confronted with an angry prospect or customer/client that needed to be pressured by the Sales person in order to move the sales process forward. Joe and Mike talk about what sales professionals do when confronted with irate clients so you can win deals even after they get angry.

Sales Podcast and Sales Blog

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This weeks Master is:

Dan Walker, From Sales Rep Radio and The Marcomm Store
www.marcommstore.com
SalesRepRadio

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Sales Podcast Show Notes:

ROI Selling Workshop with Michael Nick added to June 5th SLAM 2007 Pre-Conference

In this highly interactive workshop based on the best selling book ROI Selling, Michael Nick will cover two major issues every software sales professional and executive faces: How do we define, prove and measure our value? And, How do we implement a consistent value based selling approach within sales, marketing & professional services?

The goal of this workshop is to provide an ROI blueprint to address the sales roadblocks your company is facing today. The workshop is broken into three segments:

Each participant of your team will gain a better understanding of why buy, why now, and why from you. Your deliverable from this exercise is the ROI Selling Value Matrix.

Next, you will build a series of questions that your sales force can use to capture prospect key pains, current cost of status quo and estimating the value your organization can deliver.

Finally, we discuss how to position ROI throughout your unique sales process.

This workshop will help you reduce discounting, shorten sales cycles and sell larger broader software deals.

Each participant receives a copy of ROI Selling and a workbook consisting of templates, training materials, and presentation materials. Cost is $295 per participant. Held Tuesday June 5th (1pm – 5pm).

Registration Contact: Tom Hayes
(414) 708-0847
www.roi4sales.com

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Direct Sales Opp – Content Management SW company. $100K base, $255K at plan. Prefer persons located in Boston – but territory covers North East Coast. Product automates translation of web content enabling companies to market globally at considerably lower cost.

Go-To-Market Strategies The Promotion Code is “roundup” Get a 50% discount!

The SalesRoundup on YouTube:

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Listen to this weeks Sales Podcast

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