We are on vacation and you are with us!
Mike and Joe are taking some well deserved time off. We will be back with a regular schedule on August 4.
Listen to this weeks Sales Podcast

MP3 Stream 
 
We published our first e-Booklet set
Titled “Killer Sales Questions” and “Coffee is for Closers - Deal or no Deal
Get Both for [...]

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How to make the most out of sales meetings
during the summer time lul in activity
Its summer (at least in the USA) which means people are more relaxed, going on vacations and loosing any sense of urgency about doing business.   If you’re a sales person summer often has a negative effect on your ability to close [...]

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Casting a wide Net(work)
Our B2B Social Networking Show
The advent of Web 2.0 presents a whole new opportunity to leverage technology to reach potential prospects and partners.  But where do you start?  In this episode Joe and Mike talk about different social networking tools, how they use them to drive awareness and how you can leverage [...]

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Pop Goes The Forecast
It’s the end of the quarter for a majority of sales people which means it’s reality check time on how close your actual sales were to what you forecasted. Forecasting is a difficult process fraught with errors but its important to your success to get it right. In this episode Joe and [...]

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Hiring Top Sales Talent
Because of its direct impact on the bottom line hiring the right sales reps and sales managers is critical to the success of any company.  However, there are few challenges as daunting as selecting people with the potential to be top performers.  In this episode Joe and Mike discuss how to go [...]

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Handling Incoming Leads
Are you tired of wasting your time following up on supposed sales leads that turn out to be nothing but a waste of time?  Are you tired of Marketing complaining that those hard to get leads are never followed up on?  How do you get your marketing department to qualify “leads” before sending [...]

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Measuring the Dollars in the Door
What do you measure to predict future sales performance?  Is it the number of cold calls made?  The number of face-to-face visits?  The number of opportunities in the pipeline?  Those gauges are important to monitor but how realistic is it to rely on them to forecast sales?  Do those measurements [...]

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In tough economic times elite sales professionals follow a few basic behaviors to assure top performance. In this the final episode of the series “Selling in a Down Economy” Mike and Joe Interview Tim Wackel, founder and president of The Wackel Group, about the top three key sales strategies you should be deploying right now [...]

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There are a few basic behaviors that top salespeople should follow in tough economic times to sustain their performance. First, make your customer’s goals your personal objectives. Demonstrate how your product or service will advance their ambitions. Only propose solutions that solve their business problems! Second, justify all proposals with payback beginning in the current [...]

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In sales there are many things we can control. The economy is not one of them! Even the Federal Reserve Chairman is having a difficult time with the economy. We do however have total control over the one thing that will separate the top sales performers from the nonperformers and that is our attitude.
Attitude drives [...]

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Many of the most successful athletes, performers, and business professionals have coaches.  But did you know many of the most successful sales professionals have coaches too?  A good sales coach can really help sales professionals hone their skills and MAKE MORE MONEY.
A personal sales coach can help you identify your strengths, overcome weaknesses and guide [...]

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It’s May already and if your company has a calendar year end that means you are already 5 months into the sales year. When was the last time you looked at that sales plan you put together at the beginning of the year? In this episode Joe and Mike talk about why it’s important to [...]

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How many times have you been at the end of a quarter and had a deal slip? We have! We tell our sales manager “we didn’t lose the deal we just ran out of TIME” 
If we just improve our time management skills just a little, the impact to our bottom line earnings will be incredible. [...]

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Deal or No Deal Part 3
Dealing with Procurement Bullies
Don’t leave money on the table

Did you ever get the feeling right after you closed a deal that you could have made the deal bigger?  And how many times have you run into the bully from procurement when its time to negotiate? In episode three of a [...]

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Deal or No Deal Part 3
Dealing with Procurement Bullies
Don’t leave money on the table

Did you ever get the feeling right after you closed a deal that you could have made the deal bigger? And how many times have you run into the bully from procurement when its time to negotiate? In episode three of a [...]

Posted in Closing Negotiating, Negotiating Series, Podcast, Sales Cycle No Comments »

Deal or no Deal Part 2
Win the Negotiation Before It Starts

The best chess players are the ones who think several moves ahead and consider every possible countermove their opponent can make. The same is true for professional negotiators! The better you plan for an upcoming negotiation the better your chances of getting the deal and [...]

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Deal or no Deal 
Negotiating with Yourself,
NOT a Good Idea.
 

 
Do you leverage existing clients to help you close new business? In this episode Joe and Mike discuss how to turna good client into a good reference and how best to utilize references during the Sales Process to help you close more business faster.
Sales Podcast and Sales [...]

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 Actually it’s not who you know it’s how you leverage who you know to close a sale! Using references as part of your sales process…

Do you leverage existing clients to help you close new business? In this episode Joe and Mike discuss how to turna good client into a good reference and how best to [...]

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It’s not what you know it’s who you know - getting and using referrals

Sometimes the most direct way to get into the door is through someone else. Do you know how to get a referral?  Do you know how to leverage a referral to get access?  In this episode Joe and Mike discuss how to [...]

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A New Sales World Order - Social Networking and Web 2.0

Are you leveraging Social Networking to drive more sales?  Is your marketing department using Web 2.0 to get you more leads?  More and more organizations are utilizing social networking technology to make more money. Shouldn’t you be doing it too? In this episode Joe and [...]

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Hiring Sales People and Sales Managers

Hiring the right sales people and sales managers is a life or death decision for many organizations.  Hire right and you thirve.  Hire wrong and your revenue disappears.  In this episode Joe and Mike discuss their thoughts on how to go about hiring the best sales people.
Sales Podcast and Sales [...]

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Leveraging what you’ve discovered to advance the sales cycle 
Part three of a three part series on discovery
Do you know how to navigate through a long discovery meeting? Do you know how to end a discovery meeting? In this final part of a three part series on discovery Mike and Joe tell you how to structure [...]

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Asking the Right Questions
Part two of a three part series on Discovery
Do you know what is the most important information a salesperson needs to know about a prospect or client? Do you know how to get that information? In part two of this three part series on discovery Mike and Joe talk about what information [...]

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Keeping the door open!
Part one of a three part series on Discovery
You got your first meeting with the prospect. Now what are you going to do? Most sales professionals will tell you about the value of doing discovery but how many of us actually do it effectively? How many times have you or a sales [...]

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Trust ME! Selling Consulting
The most intangible sale!
There is a big difference between selling products and selling services.  As a sales professional its important to understand what those differences are.  In this episode Mike and Joe talk about the unique characteristics of selling services and strategies sales professionals can utilize to increase your chances for success.
Sales [...]

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If you don’t know where you’re going
you’re never going to get there.
It’s undeniable that if you don’t know where you are going you’re never going to get there. So how can you attain your personal sales goals if you don’t define what they are? In this episode Mike and Joe talk about how to go [...]

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A changing of the guard
Taking over someone else’s territory and finding
opportunities with previously unsuccessful prospects
A changing of the guard.  For salespeople, the begiining of a new year often means change” change in territory, change in accounts, etc. Taking over someone else’s territory and finding opportunities in previously unsuccessful prospects can be tricky but also very [...]

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Helease the Hounds!
If your company’s year end was December 31st you might be thinking its time to relax. The year just finished so why not take it easy for a while. WRONG! You’re in sales to make money.  Its time to get busy. Its time to RELEASE THE HOUNDS! In this episode Joe and Mike [...]

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Music used on the show
Silent Night and Little Drummer Boy by Tequila Mockingbirds
The First Noel by Allison Crowe
O Holy Night by The New Autonomous Folksingers

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Don’t be a scrooge!
Holiday gift giving is part of any good sales strategy. When done correctly it can help you build stronger relationships. It can even be used to make previously unreceptive clients and prospects engage you.  In this episode Joe and Mike give you some ideas and strategies for holiday gift giving that [...]

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