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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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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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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 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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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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The Charlie Brown Syndrome
If you’re familiar with the “Charlie Brown” comic strip you know that no matter how many times he tried Charlie Brown could never kick the football, never pitch a winning game, and never win the affections of the cute little red-headed-girl. “Charlie Brown syndrome” does not refer to the fact that Charlie [...]

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It’s the little things that matter - Champs don’t beat themselves.
It’s the little things that matter for sales professionals getting the little things right can make the difference between winning a deal and losing a deal more often than not. If you want to be successful you have to do the ordinary things better than everybody [...]

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Painting a Picture for Your Prospect.
A picture is worth a thousand words. Improve your creditability with your prospect by delivering your message on their whiteboard. Mike and Joe discuss how to deliver a scripted whiteboard presentation.
Sales Podcast and Sales Blog

This weeks Master is:
Ragan Sutterfield: DSG Consulting
DSG Consulting has specialized in helping technology (information / medical) , [...]

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The Shortest Route to the Money.
The quicker the sales process the faster you make money and the more sales processes you can get engaged in hence the more money you make. In this episdoe Joe and Mike talk about strategies you can use to accelerate the sales process..
Sales Podcast and Sales Blog

This weeks Master is:
Jim [...]

Posted in General Skills, Podcast, Proposing, Sales Cycle No Comments »

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 episdoe Joe and Mike talk about strategies and tactics you can use to get the prospect reengaged and talking again.
Sales Podcast and Sales [...]

Posted in General Skills, Podcast, Prospecting, Sales Cycle No Comments »

Don’t Forget the Sales Tax!
Do you know what expenses you can and can’t deduct from your taxes at the end of the year?  Joe and Mike talk about the different options available to sales people to lower their taxes.
Sales Podcast and Sales Blog

Listen to this weeks Sales Podcast

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Sales Podcast and [...]

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There is a cure for the summer time blues - overcoming the lull of activity in July and August
Its mid summer in many locals which means many sales people are experiencing a slump in activity.  Joe and Mike talk about how sales professionals can overcome the lull of activity to maximize their sales activity and [...]

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Presentation Nirvana! What will they really remember about your sales presentation and the products and/or services you sell?  Joe and Mike talk about how sales professionals can hone their presentation skills to make a lasting impression and,more importantly, make more sales.
Sales Podcast and Sales Blog

This weeks Master is:
Patricia Fripp
http://www.fripp.com/
Patricia Fripp is an award-winning speaker, sales [...]

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Finding your own Sales Methodology
There are lots of different Sales Methodologies available in print or through Sales Training course. But how does a Sales professional go about selecting and or creating a Sales Methodology they can call their own? Joe and Mike discuss the different Sales Methodologies available and how to select or develop the [...]

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