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 [...]

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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” [...]

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In the past two SalesRoundup podcasts Joe and Mike introduced you to SENDOUTCARDS – a product that Joe and Mike believe can automate and improve any salesperson’s customer/prospect relationship building as well as provide a systematic approach to generating referrals. In the last part of this three part series on SENDOUTCARDS Joe and [...]

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Sales Podcast and Sales Blog

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Sales Podcast and Sales Blog
SalesRoundup.com

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9 Strategies to Balancing Sales and Life
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.  [...]

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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 and [...]

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The Anatomy of a Lousy Pitch!
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 [...]

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Dealing with “Seemores”
Did you ever have a prospect that seemed really interested in your product/service, always eager to learn more, hear more “SEE more” but yet never getting to the stage of actually buying anything?  These people are commonly referred to as “seemores” and they can waste a lot of your time if you don’t [...]

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The Germaphobe Show!
Flu season is upon us and if anyone is going to catch a cold or the flu its probably going to be salespeople. We’re constantly traveling, meeting new people and shaking a lot of hands. Getting sick can really hurt your sales efforts. But what are you supposed to do?  In this episode [...]

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Do you know who you are talking to?

Whether you are about to go into an interview or your just looking for organizations that you might want to work for its important to research the organization.   In this episode of the SalesRoundup Joe and Mike talk about how to research an organization when you are looking [...]

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Selling Consulting – On Time On Budget or Die!

Selling consulting requires you to convince somebody that you can accomplish a specific goal within a specific time frame for a specific amount of money. It’s a difficult thing to sell to someone who’s never done business with you before. It is IMPOSSIBLE to sell to someone [...]

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We are on Vacation! Yahoo!

This week we have a special show. You see since we are on Vacation, our good friend Doyle Slaton who founded the SalesBlogcast agreed to share with us the sales strategy behind the SalesBlogcast site. In Planning for this episode Doyle asked his readers to suggest sales topics which we discussed [...]

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“Mother may I” selling!
A Sales Plan to Survive an Acquisition

You’re on top of your game.  You’re the alpha dog of your sales organization.  You’ve got your own territory, you’re bringing in sales and no-one’s telling you to slow down.  All of a sudden your company gets acquired by a large conglomerate and instead of being [...]

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What to do with a psycho sales boss
Is your boss insane?  Does your boss interfere with your ability to sell? Does he/she ask you to do things that don’t make sense and seem like a waste of time? What do you do if your boss is a complete psycho?  In this episode of the SalesRoundup [...]

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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.  [...]

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Eliminate the Barney Meetings!
How to avoid feel good meetings that don’t accomplish anything.
 Did you ever sit down and count how many meetings you’ve participated in over the last year that turned out to be of no value to your selling efforts?  How about meetings that seemed to go fantastic, where everyone in the room could [...]

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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 [...]

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Relationships, Relationships, Relationships
Building strong bonds with your clients. 
 
 

People buy from people they like.  People buy more from people they like and have a good relationship with than from any other people. Successful sales people know that developing great relationships with clients leads to more sales. In this episode Joe and Mike talk about how to [...]

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Stick it to them – Emotional and Stories. 
Part 3 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 [...]

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Stick it to them – Concrete and Credible. 
Part 2 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 [...]

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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 [...]

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Improve your Sales productivity
through a formal sales education!
Let’s face it no matter how much finesse you think is involved in selling at the end of the day Sales is a science. That said why is it so hard to find educational institutions that offer a degree in Sales?  There are more sales people than there [...]

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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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