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 figure out why, then key account planning can have a tremendous impact on your success.

In part two of this three part series on Key Account Planning Joe and Mike interview Phil Bush, Principal with InfoMentis, Inc. on the importance of planning and how to go about creating an effective plan.

Try our FREE  Prospecting System
Send an email to Mike and Joe
and we will send you the test drive link!

Sales Podcast and Sales Blog

Listen to this weeks Sales Podcast

Sales Podcast and Sales Blog
SalesRoundup.com

Related posts:

1. Sales Professional’s guide to Key Account Planning
2. Sales Professional’s guide to Key Account Planning Part 3 – Community Mail
3. Selling in the New Normal Part 2 Interview with Jeff and Chad Koser

In part one of this three part series on Key Account Planning Joe and Mike discuss why key account planning is important, how to go about creating a plan and the various components that need to be in your plan.

Try our FREE  Prospecting System
Send an email to Mike and Joe
and we will send you the test drive link!

Sales Podcast and Sales Blog

Listen to this weeks Sales Podcast

Sales Podcast and Sales Blog
SalesRoundup.com

Related posts:

1. Sales Professional’s guide to Key Account Planning Part 2 an Interview with InfoMentis
2. Sales Professional’s guide to Key Account Planning Part 3 – Community Mail

Sales Podcast and Sales Blog

Listen to this weeks Sales Podcast

MP3 Stream Download MP3

Sales Podcast and Sales Blog
SalesRoundup.com

No related posts.

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 Sales Blog

This weeks Master is:

Jeb Blount, Founder of Sales Gravy http://www.salesgravy.com/

Considered one of the leading experts in sales and sales leadership, Jeb Blount, author of PowerPrinciples, has over 20 years experience in sales and marketing. Most recently he was Vice President of Sales, responsible for the largest region of an $11 billion, Fortune 500 Company.

As a business leader he has extensive experience turning around and righting troubled organizations. He has a passion for growing people and the unique ability to see potential in everyone. Over the span of his career he has coached, trained, and developed thousands of Sales Professionals, managers and leaders.

As a leader, consultant and coach he holds a core philosophy that in every endeavor there are a handful of key principles, the basics, which, if focused on intently, will drive peak performance and achievement.

Listen to this weeks Sales Podcast

MP3 Stream Download MP3

Sales Podcast and Sales Blog
SalesRoundup.com

Related posts:

1. 9 Strategies to Balancing Sales and Life

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 year.

Listen to this weeks Sales Podcast

MP3 Stream Download MP3

This week’s Master is: Tim Wackel www.timwackel.com
Tim Wackel is hired by sales executives who want their teams to be more successful at blowing the number away. Tim’s “no excuses” programs are insightful, engaging and focused on providing real world strategies that salespeople can (and will!) implement right away. Sales teams from BMC Software, Cisco, Fossil, Hewlett  Packard, Allstate, Thomson Reuters, Raytheon, PricewaterhouseCoopers, Catalina Marketing, Philips Medical Systems, Red Hat and TXU Energy count on Tim to help them create more success in business and in life

Show Notes:

Be sure to post to our new companion blog SalesActionPlan

We published our first e-Booklet set
Titled “Killer Sales Questions” and “Coffee is for Closers – Deal or no Deal
Get Both for only $19.99

Sales Podcast and Sales Blog
SalesRoundup.com

Related posts:

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

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 the mess.  In this episode Joe and Mike talk about how to minimize bad sales meetings but, if they do happen, strategies you can use to recover.

Listen to this weeks Sales Podcast

MP3 Stream  Download MP3

This week’s Master is: Jeffrey and Chad Koser, authors of “Selling to Zebras”
www.sellingtozebras.com  http://sellingtozebras.blogspot.com/

Show Notes:

Link to Tim Wackel’s free seminar on 12/3 http://www.timwackel.com/SalesHelp/Teleseminars.aspx

Selling in a Down Economy Series 
http://www.salesroundup.com/Selling-In-A-Down-Economy.htm

We published our first e-Booklet set
Titled “Killer Sales Questions” and “Coffee is for Closers – Deal or no Deal
Get Both for only $19.99

Sales Podcast and Sales Blog
SalesRoundup.com

No related posts.

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 you know how to sell against them? Do you know how they sell against you? Do you know how to get this information?  In this episode Joe and Mike talk about working with sources of competitive intelligence and offer advice on ways you can increase your competitive effectiveness so you can win more deals.

Listen to this weeks Sales Podcast

MP3 Stream  Download MP3

This week’s Master is: Greg Alexander CEO of Sales Benchmark Index www.salesbenchmarkindex.com

Show Notes:

Link to Tim Wackel’s free seminar on 12/3 http://www.timwackel.com/SalesHelp/Teleseminars.aspx

Selling in a Down Economy Series 
http://www.salesroundup.com/Selling-In-A-Down-Economy.htm

We mentioned two sales positions on the show.  If your interested send us an email.

We published our first e-Booklet set
Titled “Killer Sales Questions” and “Coffee is for Closers – Deal or no Deal
Get Both for only $19.99

Sales Podcast and Sales Blog
SalesRoundup.com

No related posts.

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 episode Joe and Mike examine actual feedback from prospects who’ve had bad experiences with sales people, talk about what it was the sales person did wrong and offer suggestions so you can avoid these common mistakes.

Listen to this weeks Sales Podcast

MP3 Stream  Download MP3

This week’s Master is: Ron La Vine of Accelerated Sales Results http://www.ast-incorp.com/

Show Notes:

Link to Tim Wackel’s free seminar on 12/3 http://www.timwackel.com/SalesHelp/Teleseminars.aspx

http://www.salesroundup.com/Selling-In-A-Down-Economy.htm

We mentioned two sales positions on the show.  If your interested send us an email.

We published our first e-Booklet set
Titled “Killer Sales Questions” and “Coffee is for Closers – Deal or no Deal
Get Both for only $19.99

Sales Podcast and Sales Blog
SalesRoundup.com

No related posts.

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 this 2 part series on territory turnaround, Joe and Mike talk about how a sales manager might go about accessing what’s wrong with an underperforming territory and give you a strategy and plan of attack for fixing it.

Listen to this weeks Sales Podcast

MP3 Stream  Download MP3

This week’s Master is: Kelly Guest of Media Mission http://www.mediamission.com/
Kelly has spent over a decade condensing information, studying and practicing what captures and keeps audiences. Kelly’s company Media Mission works with companies to teach sales people and others the techniques for crafting a powerful message and value proposition and skills that make you a better speaker and enhance your presentations.

Show Notes:

Listener John’s website for a Free GPS has stopped the offer, but here is the link just in case they start it up again. www.mygpsoffer.com  

http://www.salesroundup.com/Selling-In-A-Down-Economy.htm

We mentioned two sales positions on the show.  If your interested send us an email.

We published our first e-Booklet set
Titled “Killer Sales Questions” and “Coffee is for Closers – Deal or no Deal
Get Both for only $19.99

Sales Podcast and Sales Blog
SalesRoundup.com

Related posts:

1. Sales Tips When Negotiations with Procurement

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 a new territory and what steps they would take to make it profitable as soon as quickly as possible.

Listen to this weeks Sales Podcast

MP3 Stream  Download MP3

This week’s Master is: Rene F. Rodriguez, CEO of Volentum – www.volentum.com
Rene Rodriguez, the owner of Volentum, a sales and coaching organization and he specializes in applying brain research to improving among other things High Performance Selling.  He is a trusted adviser to leadership and business teams in several fortune 100 companies and speaks at many annual events, conventions, and keynotes speeches.

Show Notes:

http://www.salesroundup.com/Selling-In-A-Down-Economy.htm

We mentioned two sales positions on the show.  If your interested send us an email.

We published our first e-Booklet set
Titled “Killer Sales Questions” and “Coffee is for Closers – Deal or no Deal
Get Both for only $19.99

Sales Podcast and Sales Blog
SalesRoundup.com

No related posts.

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 bust your hump to get a deal closed and when you submited it your company it became more difficult to process the order than it was to sell the deal to the prospect? If any of these happened or are happening to you then you’re a victim of the sales prevention department. In this episode Joe and Mike talk about how to successfully navigate through the obstacles created by your own organization that prevent you from selling.

 Listen to this weeks Sales Podcast

MP3 Stream  Download MP3

This week’s Master is: Michael Pedone – president and CEO of salesbuzz.com http://www.salesbuzz.com/

Show Notes:

FREE Teleseminar From Our Friend Tim Wackel on Friday October 17th
Go to www.timwackel.com and sign up under the “sales help” menu!

We published our first e-Booklet set
Titled “Killer Sales Questions” and “Coffee is for Closers – Deal or no Deal
Get Both for only $19.99

Sales Podcast and Sales Blog
SalesRoundup.com

No related posts.

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 had fallen on deaf ears?  How many times did you think given the facts the sale would be a “no brainer” for the buyer, but it wasn’t?  Why do some sales messages just seem to die?  The most compelling reasons for someone to buy from you can be lost if the message isn’t presented right. It’s not about the content being presented it’s about the context of the presention. 

This series is based on the book “Made to Stick” by Chip and Dan Heath which is all about why some ideas survive and others die. Part one of this three part series on making your “sales message stick”! Joe and Mike discuss finding and presenting the core of your sales message and presenting it in an unexpected way that will get people’s attention and zero them in on why they are really buying..

Listen to this weeks Sales Podcast

MP3 Stream  Download MP3

 This week’s Master is: No Masters This week. Get The Book Make To Stick by:
Chip Heath
Professor, Graduate School of Business, Stanford University
Dan Heath
Consultant, The Aspen Instituteby

This week’s Show Notes: http://madetostick.com/

We published our first e-Booklet set
Titled “Killer Sales Questions” and “Coffee is for Closers – Deal or no Deal
Get Both for only $19.99

Sales Podcast and Sales Blog
SalesRoundup.com

No related posts.

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 will help you build stronger relationships inside and outside your organization.

Sales Podcast and Sales Blog

This weeks Master interview is on CRM systems as it relates to selling with:

Tim Wackel founder and president of The Wackel Group

Tim Wackel is a popular business speaker who is a master at making valuable vital information entertaining, and easy to understand.

Tim is the founder and president of The Wackel Group, a training and consulting firm dedicated to helping organizations find, win and keep customers for life.

He combines more than 20 years of successful sales leadership with specific client research to deliver high-impact programs that go beyond today’s best practices. Tim’s keynotes and workshops are insightful, engaging and focused on providing real world success strategies that audiences can (and will!) implement right away.

His success as a sales speaker and trainer is built upon a lifetime of accomplishments and first-hand experiences that include:

- Being recognized as the number one producer in a 10,000 person sales organization
- Helping lead a Silicon Valley startup through a successful IPO
- Directing a 50 million dollar sales organization for a Fortune 500 Company
- And successfully coaching his daughter’s kindergarten soccer team!.

Sales Podcast Show Notes:

Tim Dewey – Today’s introfron Sled Dog Podcast

Listen to this weeks Sales Podcast

MP3 Stream Download MP3

Sales Podcast and Sales Blog
SalesRoundup.com

Related posts:

1. The SalesRoundup Holiday Show
2. Sales Professional’s guide to Key Account Planning
3. Sales Professional’s guide to Key Account Planning Part 2 an Interview with InfoMentis

Sales Podcast and Sales Blog

This weeks Master is:

Julie Burroughs , Founder of Event Living
http://www.eventliving.com

Sales Podcast Show Notes:

Be sure to sign up for our newsletter to receive Julie’s document mentioned on the show.

Listen to this weeks Sales Podcast

MP3 Stream Download MP3

Sales Podcast and Sales Blog Episode 83 May 7th 2007
SalesRoundup.com

Related posts:

1. Sales Professional’s guide to Key Account Planning Part 2 an Interview with InfoMentis
2. Sales Professional’s guide to Key Account Planning
3. Sales Professional’s guide to Key Account Planning Part 3 – Community Mail

Sales Podcast and Sales Blog

This weeks Master is:

Dan Walker, From Sales Rep Radio and The Marcomm Store
www.marcommstore.com 
SalesRepRadio

Sales Podcast Show Notes:

ROI Selling Workshop with Michael Nick added to June 5th SLAM 2007 Pre-Conference

In this highly interactive workshop based on the best selling book ROI Selling, Michael Nick will cover two major issues every software sales professional and executive faces: How do we define, prove and measure our value? And, How do we implement a consistent value based selling approach within sales, marketing & professional services?

The goal of this workshop is to provide an ROI blueprint to address the sales roadblocks your company is facing today. The workshop is broken into three segments:

Each participant of your team will gain a better understanding of why buy, why now, and why from you. Your deliverable from this exercise is the ROI Selling Value Matrix.

Next, you will build a series of questions that your sales force can use to capture prospect key pains, current cost of status quo and estimating the value your organization can deliver.

Finally, we discuss how to position ROI throughout your unique sales process. 

This workshop will help you reduce discounting, shorten sales cycles and sell larger broader software deals.

Each participant receives a copy of ROI Selling and a workbook consisting of templates, training materials, and presentation materials. Cost is $295 per participant. Held Tuesday June 5th (1pm – 5pm).

Registration Contact: Tom Hayes
(414) 708-0847
www.roi4sales.com

Direct Sales Opp – Content Management SW company. $100K base, $255K at plan. Prefer persons located in Boston – but territory covers North East Coast. Product automates translation of web content enabling companies to market globally at considerably lower cost.

Go-To-Market Strategies The Promotion Code is “roundup” Get a 50% discount!

The SalesRoundup on YouTube:

Listen to this weeks Sales Podcast

MP3 Stream Download MP3

Sales Podcast and Sales Blog Episode 83 May 7th 2007
SalesRoundup.com

Related posts:

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

Sales Podcast Sales Blog

This weeks Master is:

Warren Greshes, President of Speaking of Success:
And Author of “The best damn sales book ever”
http://www.greshesblog.com/
http://greshes.net/

Sales Podcast and Blog Show Notes:

ROI Selling Workshop with Michael Nick added to June 5th SLAM 2007 Pre-Conference

In this highly interactive workshop based on the best selling book ROI Selling, Michael Nick will cover two major issues every software sales professional and executive faces: “How do we define, prove and measure our value?” And, “How do we implement a consistent value based selling approach within sales, marketing & professional services?”

The goal of this workshop is to provide an ROI blueprint to address the sales roadblocks your company is facing today. The workshop is broken into three segments:

Each participant of your team will gain a better understanding of why buy, why now, and why from you. Your deliverable from this exercise is the ROI Selling Value Matrix.

Next, you will build a series of questions that your sales force can use to capture prospect key pains, current cost of status quo and estimating the value your organization can deliver.

Finally, we discuss how to position ROI throughout your unique sales process. 

This workshop will help you reduce discounting, shorten sales cycles and sell larger broader software deals.

Each participant receives a copy of ROI Selling and a workbook consisting of templates, training materials, and presentation materials. Cost is $295 per participant. Held Tuesday June 5th (1pm – 5pm).

Registration Contact: Tom Hayes
(414) 708-0847
www.roi4sales.com

SightLogix

We are also looking for two regional managers to oversee the east and west coast territories respectively.  They would work with our network of Manufacturer’s Reps.  We are looking for strong sales management ability, preferable in the security space but sales skill is most important.  Any help you can give is appreciated

Go-To-Market Strategies The Promotion Code is “roundup” Get a 50% discount!

Listen to this weeks Sales Podcast

MP3 Stream Download MP3

Sales Podcast and Sales Blog Episode 83 May 7th 2007
SalesRoundup.com

Related posts:

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

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 value for their customers and consistently deliver outstanding business results.

Sales Podcast Show Notes:

Go-To-Market Strategies The Promotion Code is “roundup” Get a 50% discount!

Listen to this weeks Sales Podcast Titled: Show Title

Related posts:

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