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 [...]

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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 [...]

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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 [...]

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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 [...]

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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 [...]

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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 [...]

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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 [...]

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

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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 [Audio clip: view full [...]

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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 [...]

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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 [...]

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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 [...]

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