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 [...]

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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” [...]

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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 [...]

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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 [...]

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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 [...]

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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 [...]

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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 [...]

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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 [...]

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Sales Podcast and Sales Blog

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Sales Podcast and Sales Blog
SalesRoundup.com

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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 jobs.  [...]

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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 and [...]

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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 disaster [...]

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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 it [...]

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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 [...]

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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 Mexico, one [...]

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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 don’t [...]

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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 you’re constantly [...]

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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 you’re constantly [...]

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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 episode [...]

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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 looking [...]

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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 a procurement [...]

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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 a procurement [...]

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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 someone [...]

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What is Your Sales Therapy?

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 [...]

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Jump! How High?

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 [...]

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We are on Vacation! Yahoo!

This week we have a special show. You see since we are on Vacation, 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 [...]

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A 90 day Sales turnaround plan!

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 [...]

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A 90 day Sales turnaround plan!

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 [...]

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A 90 day Sales turnaround plan!

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 [...]

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Selling in a down economy!

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 [...]

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