Entries Categorized as 'Account Management'

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 [...]

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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 [...]

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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 [...]

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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 Podcast [...]

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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 knowledge, ability and tools to create [...]

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