Measuring the Dollars in the Door
What do you measure to predict future sales performance?  Is it the number of cold calls made?  The number of face-to-face visits?  The number of opportunities in the pipeline?  Those gauges are important to monitor but how realistic is it to rely on them to forecast sales?  Do those measurements [...]

Posted in Management, Podcast No Comments »

Deal or No Deal Part 3
Dealing with Procurement Bullies
Don’t leave money on the table

Did you ever get the feeling right after you closed a deal that you could have made the deal bigger?  And how many times have you run into the bully from procurement when its time to negotiate? In episode three of a [...]

Posted in Management, Planning, Podcast No Comments »

Stupid Manager Questions! And how to respond to them.
How often has someone in your sales management asked you a question that on the surface appeared stupid or annoying? In this episdoe Joe and Mike talk about some of the stupidest sales management questions and, more imnportantly, how you should respond to them.
Sales Podcast and Sales [...]

Posted in Management, Podcast No Comments »

Getting a Sales Management Coach.
Part 4 of a 4 part series on first time sales managers
It’s a fact that just like star athletes the most successful sales managers have coaches. Having a sales management coach is especially important for first time sales managers given their high rate of failure. In this last part of a [...]

Posted in First Time Managers, Management, Podcast No Comments »

Hiring the Right Sales People.
Part 3 of a 4 part series on first time sales managers
Hiring the right sales people has a tremendous impact on the success of any Sales Force.   But how does a sales manager figure out who the best candidates are?  In this third part of a four part series on first [...]

Posted in First Time Managers, Management, Podcast No Comments »

Assessing your Human Capital.
Part 2 of a 4 part series on first time sales managers
Becoming a sales manager for the first time is one of the most difficult and challenging career moves of your life hence the high failure rate for first time sales managers. In this second part of a four part series Joe and [...]

Posted in First Time Managers, Management, Podcast No Comments »

Assessing your territory.
Part 1 of a 4 part series on first time sales managers
Becoming a sales manager for the first time is one of the most difficult and challenging career moves of your life hence the high failure rate for first time sales managers. In this first part of a four part series Joe and Mike [...]

Posted in First Time Managers, Management, Podcast No Comments »

Managing your Sales Manager! Sales Managers vary widely in their sales knowledge and management style.  Learning how to work with your sales manager and leverage his/her strengths can make a big difference on your sales results. In this episode Mike and Joe talk about managing your sales manager to help you be more successful.
Sales Podcast and [...]

Posted in Management, Podcast No Comments »

 Triage for the First Time Sales Manager 
It’s a fact that first time sales managers have a high failure rate. Even the most seasoned sales professionals struggle to make the transition.  Joe and Mike talk about how first time sales managers can increase their chances for success. Sales Podcast and Sales Blog

This weeks Master is:
Jeff Goldberg of [...]

Posted in Management, Podcast No Comments »

When the going gets tough, the tough get Coaching - Sales Coaching is a great way for Sales professionals to hone their Sales and Sales Management skills.  Joe and Mike discuss different approaches to getting good Sales Coaching.
Sales Podcast and Sales Blog

This weeks Master is:
Kelly Kimball
Executive Life Coach
(212) 929 -1984
Website http://www.kimballstudio.com/
Kelly Kimball has worked as [...]

Posted in Management, Podcast No Comments »

Vendini is the fastest-growing ticketing solutions provider in the industry today. They provide dependable and easy-to-use integrated ticketing solutions for any-sized venue. Mike and Joe have a “fire side chat” with the Boston based sales team. We discuss the challenges of a new successful expanding company delivering the latest solution within the integrated ticketing market.
Sales [...]

Posted in Management, Podcast No Comments »