Entries Categorized as 'Account Management'

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 […]

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

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 […]

Creating a Sales Action Plan Part Two Your Key Account Plan

Date January 25, 2009

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 […]

A Plan to Avoid Bad First Sales Meetings

Date December 1, 2008

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 […]

Gobble up the Competition A Competitive Sales Strategy

Date November 24, 2008

Gobble up the Competition!  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 […]

Sales Skills from the Customers Perspective What turns buyers off to sales people?

Date November 17, 2008

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 […]

Ten tips to a territory turnaround plan Part 2

Date November 10, 2008

Turning around an underperforming  sales organization Part 2 of a 2 part series Congratulations!You been selected to be the next sales manager. The only problem is the operation you’ll be managing has been underperforming for a long time and you will sink or swim based on your ability to turn it around. In part 2 of […]

Ten tips to a territory turnaround plan

Date November 3, 2008

Turning around an underperforming  sales organization Part 1 of a 2 part series Taking over an underperforming territory can be a daunting challenge even for the most experienced of sales people.  What would you do if you were given that task?   In this episode Joe and Mike talk about how they would go about assessing […]

Getting Past the Sales Prevention Department

Date October 13, 2008

How to successfully navigate through the obstacles created by your own organization that prevent you from selling!    Do you sometimes feel that your own company is intentionally or unintentionally making it harder for you to sell? Does your company make you perform lots of tasks that have nothing to do with selling? Did you ever […]

Made to Stick a Sales Methodology! Part 1

Date September 2, 2008

Stick it to them – Simple and Unexpected.  Part 1 of a 3 part series on making sales messages stick. Face it, some of the most compelling sales messages don’t stick.  How many times have you delivered a very compelling argument about why someone should buy your product or service only to find the message […]

Sales Professional gift giving – holiday gift giving for sales professionals

Date December 17, 2007

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 […]

Sales event planning as part of the sales process for generating prospects and advancing existing sales cycles

Date June 18, 2007

“Pay no attention to the man behind the curtain”! – Sales event planning – a Sales Podcast describing the process of planning and executing effective sales events. When done right sales events can be a very effective means of generating new leads as well as advancing existing sales processes. Joe and Mike discuss how to […]

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

Date 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 […]

Selling strategies utilizing confrontation as a sales tool to advance the sales process

Date May 13, 2007

Believe it or not confrontation CAN be used as a tactical sales tool in your sales process.  Complex sales cycles can get stalled when clients and/or prospects procrastinate or take steps/make decisions based on incorrect information that jeopardize the sale.  Sometimes you need to confront them to get the sales process back on track. Sales […]

Effective Account Management Mine Your Business!

Date April 20, 2007

In this weeks sales Podcast, Mike and Joe talk about Tactical Tricks of the Trade to improve your account management skills.   This weeks Master is: Jack Malcolm, President  Falcon Performance Group, Inc. Sales Research Page Falcon Performance Group helps companies involved in value-added, complex sales build high-performing and thoroughly professional sales teams with the […]