Entries Categorized as 'Podcast'

Sales Negotiating and Pawn Shops – What do they have in common?

Date September 27, 2010

We are Back! What do Pawn Shops and Sales Negotiations have in common? Maybe a lot more than you know. In fact, you can learn a lot about negotiating from watching the interaction between a Pawn broker and his/her clients. In this episode Joe and Mike talk about negotiating and use examples from actual Pawn […]

Sales Boot Camp

Date June 28, 2010

Back to Basic Training! Attention Sales Maggots!   Its time to get off your butts and learn to become real Sales Warriors!   In this episode of the SalesRoundup Joe and Mike are going to break you down and reassemble you into the ultimate Sales Warrior!   Actually. we’re just going to let Michael Nick tell you about […]

Back to the Sales Basics

Date May 28, 2010

Confession Of Sin! Bless us listeners, for we have sinned! It has been way too long since our last podcast… We have been just out straight with our day jobs and have ignored you… We will say three  Our Fathers, two Hail Marys throw in a Glory Be! along with this show and hope you […]

Secrets of Selling to Procurement Part 3

Date April 26, 2010

Cracking the Code Part 3 If you’re like most sales people you dread the thought of having to deal with the over-reaching procurement person. A lot of sales people avoid it like the plague –which is exactly what you shouldn’t do. In part three of this three part series on the secrets of selling to […]

Secrets of Selling to Procurement Part 2

Date April 12, 2010

Cracking the Code Part 2 If you’re like most sales people you dread the thought of having to deal with the over-reaching procurement person. A lot of sales people avoid it like the plague –which is exactly what you shouldn’t do. In part one of this three part series on the secrets of selling to […]

Secrets of Selling to Procurement

Date March 28, 2010

Cracking the Code Part 1 If you’re like most sales people you dread the thought of having to deal with the over-reaching procurement person.   A lot of sales people avoid it like the plague –which is exactly what you shouldn’t do. In part one of this three part series on the secrets of selling to […]

Selling in the New Normal Part 3

Date March 14, 2010

The “New Normal” Part 3 Have you heard any sales people say “I can’t wait for things to get back to normal”?  We’ve heard that several times in the past 2 years and it never fails to discourage us.  Hopefully you’re not waiting for things to “go back to normal” because guess what?  Normal is […]

Selling in the New Normal Part 2 Interview with Jeff and Chad Koser

Date March 7, 2010

The “New Normal” Part 2 Have you heard any sales people say “I can’t wait for things to get back to normal”?  We’ve heard that several times in the past 2 years and it never fails to discourage us.  Hopefully you’re not waiting for things to “go back to normal” because guess what?  Normal is […]

Selling in the New Normal

Date February 28, 2010

Part 1 Mike and Joe Talk about the “New Normal” Have you heard any sales people say “I can’t wait for things to get back to normal”?  We’ve heard that several times in the past 2 years and it never fails to discourage us.  Hopefully you’re not waiting for things to “go back to normal” […]

Sales Professional’s guide to Key Account Planning Part 3 – Community Mail

Date February 21, 2010

Part 3 we answer your Questions on Account Plans If you sell products and/or services that involve a long or complex sales process, or if you have major accounts that you do a lot of business with, or if you are slowly losing some of your best clients to your competitors and you can’t figure […]

Sales Professional’s guide to Key Account Planning Part 2 an Interview with InfoMentis

Date February 15, 2010

Part 2 an Interview with Phil Bush Principal with InfoMentis If you sell products and/or services that involve a long or complex sales process, or if you have major accounts that you do a lot of business with, or if you are slowly losing some of your best clients to your competitors and you can’t […]

Sales Professional’s guide to Key Account Planning

Date February 8, 2010

If you sell products and/or services that involve a long or complex sales process, or if you have major accounts that you do a lot of business with, or if you are slowly losing some of your best clients to your competitors and you can’t figure out why, then key account planning can have a […]

Income Opportunity – Make money by being a reseller

Date January 25, 2010

In the past two SalesRoundup podcasts Joe and Mike introduced you to SENDOUTCARDS – a product that Joe and Mike believe can automate and improve any salesperson’s customer/prospect relationship building as well as provide a systematic approach to generating referrals. In the last part of this three part series on SENDOUTCARDS Joe and Mike discuss […]

Increase your Referrals exponentially

Date January 17, 2010

The most successful sales people are the ones who have learned the value of generating referrals.   A successful referral system generates more revenue and costs less than the alternative which is cold calling, advertising  and marketing alone.  However most sales people don’t know how to go about creating referrals.  They lack a systematic approach. In […]

Building better relationships and improving client retention with Send Out Cards

Date January 10, 2010

Statistics show most sales take at least 5 contacts with a client or prospect.  In fact, 80% of sales are made on or after the fifth contact.  Many sales people never make it to 5. A lot of them stop trying to connect after the first or second attempt.   Even worse if a client DOES […]

The SalesRoundup Holiday Show

Date December 30, 2009

Sales Podcast and Sales Blog Listen to this weeks Sales Podcast [Audio clip: view full post to listen] MP3 Stream Download MP3 Sales Podcast and Sales Blog SalesRoundup.com

9 Strategies to Balancing Sales and Life

Date December 15, 2009

9 Strategies to Balancing Sales and Life Everyone knows that sales is a difficult profession. The requirement on your time is much more demanding than a typical job. In fact, if you let them, sales jobs can have a negative impact on your personal life.  We all know workaholics who live eat and breathe their […]

Sales Strategies and Tactics for staying in front of clients and prospects

Date December 8, 2009

Stop em from going (or staying) Silent. The sales process is moving along great when all of a sudden the prospect goes silent/stops communicating/won’t return your calls. What do you do? In this episode Joe and Mike talk about strategies and tactics you can use to get the prospect reengaged and talking again. Sales Podcast […]

Sales Leadership 101

Date November 16, 2009

Sales Leadership 101 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 […]

The Anatomy of a Lousy Sales Pitch

Date November 9, 2009

The Anatomy of a Lousy Pitch! 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 […]

Be careful what you ask for as a manager you just might get it!

Date November 2, 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 […]

Prospecting 2.0 Burn the Ships!

Date October 26, 2009

Burn the Ships! 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 […]

Dealing with “Seemores” in a Complex Sale

Date October 19, 2009

Dealing with “Seemores” 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 […]

Let’s Make a Deal The Principles of Negotiating Part 2

Date October 12, 2009

The Principles of Negotiating Part 1 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 […]

Let’s Make a Deal The Principles of Negotiating Part 1

Date October 4, 2009

The Principles of Negotiating Part 1 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 […]

How Not to Get sick this flu season

Date September 20, 2009

The Germaphobe Show! 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 […]

Researching Companies before you interview for a sales job

Date September 14, 2009

Do you know who you are talking to? 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 […]

Sales Tips When Negotiations with Procurement Part 2

Date September 7, 2009

Surviving Procurement Part 2 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 […]

Sales Tips When Negotiations with Procurement

Date August 31, 2009

Surviving Procurement Part 1 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 […]

Selling Consulting – On Time On Budget or Die!

Date August 16, 2009

Selling Consulting – On Time On Budget or Die! Selling consulting requires you to convince somebody that you can accomplish a specific goal within a specific time frame 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 […]