Attention Sales Maggots!   Its time to get off your butts and learn to become real Sales Warriors!   In this episode of the SalesRoundup Joe and Mike are going to break you down and reassemble you into the ultimate Sales Warrior!   Actually. we’re just going to let Michael Nick tell you about his free on-line Sales Boot Camp offering.
Enjoy!

In this Show we interviewed Michael Nick, President, ROI4Sales
www.roi4sales.com

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1. Back to the Sales Basics

Bless us listeners, for we have sinned! It has been way too long since our last podcast…

We have been just out straight with our day jobs and have ignored you… We will say three  Our Fathers, two Hail Marys throw in a Glory Be! along with this show and hope you forgive us!!!

This week we have a great interview with David Masover, Author of “Mastering Your Sales Process”.  We know we know, not another sales process podcast… That is what Joe thought when Mike suggested David for the show.  After reading David’s book it was clear to Joe that in fact Mastering Your Sales Process is different.. Joe tells the story on the show… Enjoy!

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If you’re like most sales people you dread the thought of having to deal with the over-reaching procurement person. A lot of sales people avoid it like the plague –which is exactly what you shouldn’t do.

In part three of this three part series on the secrets of selling to procurement, Joe and Mike interviewed Mario who gave insight into the procurement process.

Don’t Miss This Series!

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Related posts:

1. Secrets of Selling to Procurement
2. Secrets of Selling to Procurement Part 2
3. Selling in the New Normal Part 2 Interview with Jeff and Chad Koser

Cracking the Code

If you’re like most sales people you dread the thought of having to deal with the over-reaching procurement person. A lot of sales people avoid it like the plague –which is exactly what you shouldn’t do.

In part one of this three part series on the secrets of selling to procurement, Joe and Mike give you some tips for dealing with procurement people and tell a few funny stories based on past experiences.

Lets’ Make a Deal eBook only $19.99

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Related posts:

1. Secrets of Selling to Procurement
2. Secrets of Selling to Procurement Part 3

If you’re like most sales people you dread the thought of having to deal with the over-reaching procurement person.   A lot of sales people avoid it like the plague –which is exactly what you shouldn’t do.

In part one of this three part series on the secrets of selling to procurement, Joe and Mike give you some tips for dealing with procurement people and tell a few funny stories based on past experiences.

Don’t Miss This Series!

Send out a FREE Card!
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

Next Week’s Interview will be with an experienced procurement officer… Don’t miss this one!

Sales Podcast and Sales Blog
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Related posts:

1. Secrets of Selling to Procurement Part 3
2. Secrets of Selling to Procurement Part 2
3. Selling in the New Normal Part 3

The “New Normal” Part 3

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 here.  Unfortunately you may not recognize it.  It’s “The New Normal” and like it or not, it may be here for a long time so you better learn to deal with it. In part 3 of the series Mike and Joe answer your questions, Yes it’s the community mail show!

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Next Week’s Interview will be with Jeff Koser and Chad Koser, award winning authors of Selling to Zebras.  Check out their the Selling to Zebras Blog

Sales Podcast and Sales Blog
SalesRoundup.com

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Related posts:

1. Selling in the New Normal Part 2 Interview with Jeff and Chad Koser
2. Selling in the New Normal
3. Secrets of Selling to Procurement Part 3

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 here.  Unfortunately you may not recognize it.  It’s “The New Normal” and like it or not, it may be here for a long time so you better learn to deal with it.

In part 2 of the series Mike and Joe interview Jeff Koser and Chad Koser, award winning authors of Selling to Zebras. Jeff and Chad discuss how we need to adjust our selling style for the “New Normal.”

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Next Week’s Interview will be with Jeff Koser and Chad Koser, award winning authors of Selling to Zebras.  Check out their the Selling to Zebras Blog

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SalesRoundup.com

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Related posts:

1. Selling in the New Normal Part 3
2. Selling in the New Normal
3. Researching Companies before you interview for a sales job

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” because guess what?  Normal is here.  Unfortunately you may not recognize it.  It’s “The New Normal” and like it or not, it may be here for a long time so you better learn to deal with it.

In part one of this three part series on Selling in the Normal Joe and Mike discuss what the new normal is and what you need to do to adjust your selling approach so you can be more successful.

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

Next Week’s Interview will be with Jeff Koser and Chad Koser, award winning authors of Selling to Zebras.  Check out their the Selling to Zebras Blog

Sales Podcast and Sales Blog
SalesRoundup.com

Photo Credit ldbaker

Related posts:

1. Selling in the New Normal Part 3
2. Selling in the New Normal Part 2 Interview with Jeff and Chad Koser
3. Secrets of Selling to Procurement Part 3

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

In part three of this three part series on Key Account Planning Joe and Mike respond to your e-mail questions on key account plans (and anything else related to sales you were wondering about).

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Show Notes:  CIO magazine white paper.  First Contact Field Guide: Smarter Approaches for Vendors Seeking to Connect with CIOs

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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
3. Secrets of Selling to Procurement Part 3

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.

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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.

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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

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1. Sales Boot Camp
2. Back to the Sales Basics
3. Selling in the New Normal Part 3

In part two of this three part series Joe and Mike discuss a successful strategy for cultivating referrals from your clients and introduce you to a unique product that takes the time-consuming work out of the process, is easy to use, cost effective and really works.

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This weeks Master is:

Mike Brooks, President of Mr. Inside Sales.  training – coaching – consulting

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Related posts:

1. Building better relationships and improving client retention with Send Out Cards
2. Income Opportunity – Make money by being a reseller

For more information on how you can build a great referral
business send an email to Mike and Joe

Sales Podcast and Sales Blog

This weeks Master is:

Mike Brooks, President of Mr. Inside Sales.  training – coaching – consulting

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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.  But what many people don’t consider is that not having a good work/life balance can be very detrimental to your sales results.

In this episode Joe and Mike talk about 9 Strategies to help you Balance Sales and Life to make you happier and wealthier.

Sales Podcast and Sales Blog

This weeks Interview is with:

Patrick McCann one of our listener from Australia

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

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.

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1. 9 Strategies to Balancing Sales and Life

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 for organizations because not only does the organization often get rid of or loose the new manager, they also loose the sales they were bringing in as a top producer.

This week Joe and Mike discuss the pitfalls of promoting your best sales people into management and offer some advice on how to avoid it.

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This week Guest Interview… Simon Cooper of Experiential Learning Center

Show Notes:

The SalesRoundup is included in the list of 15 Podcasts that will  make you richer!

Please check out the blog site of Patrick MCann

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

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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 by making a mediocre presentation. How are your prospects reacting to your presentations? Are you talking about your client’s needs? Could your presentation be better?  What are you doing to distinguish yourself from the competition?

This week Joe and Mike discus the anatomy of a lousy pitch and give you some ideas about how you can improve yours.

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This week Guest Interview… Tim Wackel – Anatomy of as lousy pitch

Show Notes: Life After Death by PowerPoint video

This week’s post on the SalesActionPlan Blog:

Overcoming the Four Top
Pricing Objections in a Complex Sale

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
salesactionplan.com salesroundup.com

Related posts:

1. Prospecting 2.0 Burn the Ships!
2. 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 effect.  This week Mike and Joe  discuss or shall we say “commiserate” on what to do when management asks for too much information!

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This week Guest Interview… Mike Schmidtmann www.4-profit.com

This week’s post on the SalesActionPlan Blog:

Overcoming the Four Top
Pricing Objections in a Complex Sale

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
salesactionplan.com salesroundup.com

Related posts:

1. Prospecting 2.0 Burn the Ships!
2. The Anatomy of a Lousy Sales Pitch