Sales Podcast and Sales Blog

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Sales Podcast and Sales Blog
SalesRoundup.com

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Sales Leadership 101
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 [...]

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What is Your Sales Therapy?

In order to be in Sales you have to be “on your game”.  It’s a high stakes game with little tolerance for slackers.  You need to perform a high level for an extended period of time to be successful.  In much the same way as race cars take pit stops to [...]

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Drive by Sales Leadership

Drive by Sales management. Most of us have experienced it one time or another.   Hopefully none of us are guilty of being one. So called Drive by Sales managers are managers who don’t focus on helping their sales people close business. They are too busy managing by numbers or performing tasks completely [...]

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The God’s gift Syndrome
Dealing with a new sales manager.

Did you ever work for a company who hired a new senior sales manager and both the company leaders and new manager acted as if they were god’s gift to sales? They run around the organization touting how “everything is now great” and that the new manager [...]

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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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Putting lipstick on the pig 
  Your performance this year is not materializing the way you planned.  Your sales are down and you are no where near your quota.   Just when you think things couldn’t get any worse your manager (or even better some corporate sales exec) needs to meet with you to do a performance or [...]

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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 [...]

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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 [...]

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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 [...]

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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 [...]

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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 [...]

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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 [...]

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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 [...]

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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 [...]

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 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 [...]

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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 [...]

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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 [...]

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