Sales Podcast and Sales Blog

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Sales Podcast and Sales Blog
SalesRoundup.com

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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 for organizations because not only does the organization often get rid of or loose the new manager, they also loose the sales they were bringing in as a top producer.

This week Joe and Mike discuss the pitfalls of promoting your best sales people into management and offer some advice on how to avoid it.

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This week Guest Interview… Simon Cooper of Experiential Learning Center

Show Notes:

The SalesRoundup is included in the list of 15 Podcasts that will  make you richer!

Please check out the blog site of Patrick MCann

We published our first e-Booklet set
Titled “Killer Sales Questions” and “Coffee is for Closers – Deal or no Deal
Get Both for only $19.99

Sales Podcast and Sales Blog
salesactionplan.com salesroundup.com

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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 refuel and retool to reach optimal performance, sales people need a way to relax and reenergize to perform at their best.  In this episode of the SalesRoundup Joe and Mike discuss what they do for “Sales Therapy” to keep their head in the game.

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This week Guest Interview is Geoffrey James, author of the Sales Machine blog on BNET.com

This week’s post on the SalesActionPlan Blog:

The single biggest mistake
sales managers make

We published our first e-Booklet set
Titled “Killer Sales Questions” and “Coffee is for Closers – Deal or no Deal
Get Both for only $19.99

Sales Podcast and Sales Blog
salesactionplan.com salesroundup.com

Related posts:

1. Sales Tips When Negotiations with Procurement
2. Selling Consulting – On Time On Budget or Die!

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 unrelated to getting deals closed. In this episode Joe and Mike discuss the pitfalls of having or being a drive by sales manager and the things you need to focus on in order to be a successful manager and drive more business.

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This week’s Master: Jeff Ernst of Kadient
e-book The New RULES of Sales Enablement

This week’s post on the SalesActionPlan Blog

Sales Chess Versus Sales Checkers

We published our first e-Booklet set
Titled “Killer Sales Questions” and “Coffee is for Closers – Deal or no Deal
Get Both for only $19.99

Sales Podcast and Sales Blog
salesactionplan.com salesroundup.com

Related posts:

1. Sales Leadership 101
2. What is Your Sales Therapy

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 will bring us to the promised land.

In this episode Joe and Mike discuss how to deal with a new sales manager.

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This week’s Master: Cindy Taylor of the Improved Performance Group

Show Notes:

Be sure to post to our new companion blog SalesActionPlan

We published our first e-Booklet set
Titled “Killer Sales Questions” and “Coffee is for Closers – Deal or no Deal
Get Both for only $19.99

Sales Podcast and Sales Blog
salesactionplan.com salesroundup.com

Related posts:

1. Be careful what you ask for as a manager you just might get it!
2. Dealing with “Seemores” in a Complex Sale
3. What is Your Sales Therapy

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 Joe and Mike talk about what you can do if your boss is a psycho.

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This week’s Master is: Rick Farrell, President of Tangent Knowledge Systems discusses his new book “Selling has Nothing to do with Selling” www.tangentknowledge.com

Show Notes:

Selling in a Down Economy Series 
http://www.salesroundup.com/Selling-In-A-Down-Economy.htm

We published our first e-Booklet set
Titled “Killer Sales Questions” and “Coffee is for Closers – Deal or no Deal
Get Both for only $19.99

Sales Podcast and Sales Blog
SalesRoundup.com

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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 territory review.  Talking about walking into the lions den!  In this episode Joe and Mike talk about how to make it out of your performance review alive when things are not going all that well. 

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This week’s Master is: Jeff Grill VP of Marketing for Mimeo www.mimeo.com

Show Notes:

Cold Calling College—with The Queen of Cold Calling, Wendy Weiss

We published our first e-Booklet set
Titled “Killer Sales Questions” and “Coffee is for Closers – Deal or no Deal
Get Both for only $19.99

Sales Podcast and Sales Blog
SalesRoundup.com

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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 actually help you figure out “the dollars in the door”?

In this episode Joe and Mike talk about the pitfalls of relying on traditional methods of predicting sales results and in some cases how measuring them can negatively impact your sales. They will also discuss what sales people and sales managers should be looking at and offer a method to determine if you are focusing on the types activity that will lead to “the dollars in the door”.

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Sales Podcast and Sales Blog

This weeks Master : Tim Sullivan from Sales Performance International
Tim brings over 20 years of sales, marketing and management consulting experience to his role as director of business development at Sales Performance International.He has extensive experience in development and marketing for advanced sales methodologies. 

Notes: 

We published our first e-Booklet set
Titled “Killer Sales Questions” and “Coffee is for Closers – Deal or no Deal
Get Both for only $19.99

Check us out at the Five Sevens Blog

Link to the Power Point presentation Selling in a Down Economy on Slide Share

Column Headings mentioned on the show…

In the first column put the company name
Relationship factor (vendor – Valued supplier - Trusted advisor )
Were you hunting or farming?
Next column put the purpose of the call
Is there an active opportunity Y N
The value of the active opportunity
List the main (top) contact you met with
Role in the sales cycle recommender decision maker authorizer etc
What specifically did you accomplish
What actions items do you have coming out of the meeting
What actions items does your Customer have coming out of the meeting

Sales Podcast and Sales Blog
SalesRoundup.com

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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 three part series on negotiating Joe and Mike discuss how to avoid leaving money on the table and how to deal with procurement bullies.

Sales Podcast and Sales Blog

This Episode is Sponsored by:

Accelerated Sales Training, Inc.
Helping You Develop More Business Through
LIVE Cold Call Sales & Telesales Training Workshops

This weeks Master : No Master this week

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Sales Podcast and Sales Blog
SalesRoundup.com

Related posts:

1. Sales Professional’s guide to Key Account Planning Part 3 – Community Mail

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 Blog

This weeks Master is:Jeb Blount, Founder of Sales Gravy  http://www.salesgravy.com

Considered one of the leading experts in sales and sales leadership, Jeb Blount, author of PowerPrinciples, has over 20 years experience in sales and marketing. Most recently he was Vice President of Sales, responsible for the largest region of an $11 billion, Fortune 500 Company. 

As a business leader he has extensive experience turning around and righting troubled organizations. He has a passion for growing people and the unique ability to see potential in everyone. Over the span of his career he has coached, trained, and developed thousands of Sales Professionals, managers and leaders.

As a leader, consultant and coach he holds a core philosophy that in every endeavor there are a handful of key principles, the basics, which, if focused on intently, will drive peak performance and achievement. 

Sales Podcast Show Notes:

Listen to this weeks Sales Podcast

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Sales Podcast and Sales Blog
SalesRoundup.com

Related posts:

1. Sales Strategies and Tactics for staying in front of clients and prospects

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 four part series on first time sales managers Joe and Mike discuss the importance of getting a coach, what to look for in a coach and how to go about getting one..

Sales Podcast and Sales Blog

This weeks Master is:

Dave Kurlan, Founder of Objective Management Group, Inc.

Dave Kurlan is the CEO of David Kurlan & Associates and the founder of the Objective Management Group, international sales management consulting firms, both with headquarters in Massachusetts. He possesses more than 30 years of experience in all facets of sales training, sales management and consulting.

Courtney Benson,

Courtney Benson is a personal sales coach. She’s a technology industry veteran with extensive expertise in both early-stage pre-revenue companies and large publicly traded companies.

Sales Podcast Show Notes:

Dave Kurlan, Founder of Objective Management Group, Inc.
Executive Luncheon, November 7 at Gillette Stadium
Date: November 7, 2007
Location: Gillette Stadium Home of the New England Patriots Foxboro MA.
Who Should Attend: For CEO’s Presidents, VP’s, Partners and Directors
11 AM Registration
11:30 AM Luncheon
Noon – Keynote Presentation
2 PM Optional Tour of Gillette Stadium including field and locker room
Other Dates in other cities

Jim Ullery President Center for Organizational Energy, LLC www.energyseekers.com
Free White Paper “How to Create Sales Superstars” www.createsalesleaders.com

“First Who then What Get the right people on the bus… The wrong people off the bus and the Right people in the right seats” by Jim Collins

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Sales Podcast and Sales Blog
SalesRoundup.com

Related posts:

1. Selling Consulting – On Time On Budget or Die!

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 time sales managers Joe and Mike discuss some of the secrets to identifying the best sales people BEFORE you hire them.

Sales Podcast and Sales Blog

This weeks Master is:

Mike Brooks , From Mr. Inside Sales

With over 20 years of inside sales closing experience, Mike has been billed nationwide as Mr. Inside Sales. Once a bottom 80% producer, Mike learned and perfected the skills of Top 20% producers and became the number one sales rep out of 5 Southern California branch offices.

Sales Podcast Show Notes:

Dave Kurlan, Founder of Objective Management Group, Inc.
Executive Luncheon, November 7 at Gillette Stadium
Date: November 7, 2007
Location: Gillette Stadium – Home of the New England Patriots – Foxboro MA.
Who Should Attend: For CEO’s Presidents, VP’s, Partners and Directors
11 AM Registration
11:30 AM Luncheon
Noon – Keynote Presentation
2 PM – Optional Tour of Gillette Stadium including field and locker room
Other Dates in other cities

Jim Ullery President Center for Organizational Energy, LLC www.energyseekers.com
Free White Paper “How to Create Sales Superstars” www.createsalesleaders.com

“First Who then What”  “Get the right people on the bus…  The wrong people off the bus and the Right people in the right seats” by Jim Collins

Listen to this weeks Sales Podcast

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Sales Podcast and Sales Blog
SalesRoundup.com

No related posts.

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 Mike discuss how to assess your Human Capital you’ve been assigned as a sales manager from both a current and historical perspective.

Sales Podcast and Sales Blog

This weeks Master is:

Dave Kurlan, Founder of Objective Management Group, Inc.

Dave Kurlan is the CEO of David Kurlan & Associates and the founder of the Objective Management Group, international sales management consulting firms, both with headquarters in Massachusetts. He possesses more than 30 years of experience in all facets of sales training, sales management and consulting.

Courtney Benson,

Courtney Benson is a personal sales coach. She’s a technology industry veteran with extensive expertise in both early-stage pre-revenue companies and large publicly traded companies.

Mike Brooks , From Mr. Inside Sales

With over 20 years of inside sales closing experience, Mike has been billed nationwide as Mr. Inside Sales. Once a bottom 80% producer, Mike learned and perfected the skills of Top 20% producers and became the number one sales rep out of 5 Southern California branch offices.

Sales Podcast Show Notes:

Dave Kurlan, Founder of Objective Management Group, Inc.
Executive Luncheon, November 7 at Gillette Stadium
Date: November 7, 2007
Location: Gillette Stadium Home of the New England Patriots Foxboro MA.
Who Should Attend: For CEO’s Presidents, VP’s, Partners and Directors
11 AM Registration
11:30 AM Luncheon
Noon – Keynote Presentation
2 PM  Optional Tour of Gillette Stadium including field and locker room
Other Dates in other cities

Jim Ullery President Center for Organizational Energy, LLC www.energyseekers.com
Free White Paper “How to Create Sales Superstars” www.createsalesleaders.com

Listener Maurice found a great seminar on using Mindjet’s MindManager with the complex sale check it out! Signup Here

Listen to this weeks Sales Podcast

MP3 Stream Download MP3

Sales Podcast and Sales Blog
SalesRoundup.com

Related posts:

1. Selling Consulting – On Time On Budget or Die!
2. Sales Leadership 101

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 discuss how to assess the territory you’ve been assigned a s a sales manager from both a current and historical perspective.

Sales Podcast and Sales Blog

This weeks Master is:

Jeb Blount, Founder of Sales Gravy  http://www.salesgravy.com/

Considered one of the leading experts in sales and sales leadership, Jeb Blount, author of PowerPrinciples, has over 20 years experience in sales and marketing. Most recently he was Vice President of Sales, responsible for the largest region of an $11 billion, Fortune 500 Company. 

As a business leader he has extensive experience turning around and righting troubled organizations. He has a passion for growing people and the unique ability to see potential in everyone. Over the span of his career he has coached, trained, and developed thousands of Sales Professionals, managers and leaders.

As a leader, consultant and coach he holds a core philosophy that in every endeavor there are a handful of key principles, the basics, which, if focused on intently, will drive peak performance and achievement.

Sales Podcast Show Notes:

Dave Kurlan, Founder of Objective Management Group, Inc.
Executive Luncheon, November 7 at Gillette Stadium
Date: November 7, 2007
Location: Gillette Stadium ”Home of the New England Patriots” Foxboro MA.
Who Should Attend: For CEO’s Presidents, VP’s, Partners and Directors
11 AM Registration
11:30 AM Luncheon
Noon – Keynote Presentation
2 PM Optional Tour of Gillette Stadium including field and locker room
Other Dates in other cities

Jim Ullery President Center for Organizational Energy, LLC www.energyseekers.com
Free White Paper “How to Create Sales Superstars” www.createsalesleaders.com

Listener Maurice found a great seminar on using Mindjet’s MindManager with the complex sale check it out! Signup Here

Listen to this weeks Sales Podcast

MP3 Stream Download MP3

Sales Podcast and Sales Blog
SalesRoundup.com

Related posts:

1. Sales Strategies and Tactics for staying in front of clients and prospects
2. Sales Leadership 101

Sales Podcast and Sales Blog

This weeks Master is:

Louis Lautman

International Sales University

Louis has been in sales his whole life, originally from New Jersey; Louis got his start in Professional Sales knocking on 50 doors a day in NYC. Louis has made over 10,000 cold calls in person and on the telephone. He has been a top sales rep, sales manager and sales trainer for the last 10 years.

He has given over 1,000 presentations, workshops and seminars. He has been successful selling everything from cars, mortgages, real estate phone service to his personal favorite…hair replacement systems as well as his own books and audio programs. His audience calls him “Motivating,” “Energizing” and “Inspirational.” He has traveled the country for the last few years training sales people in the top Fortune 500 Companies, Network Marketing Companies and hosting public seminars. Through his sales wisdom, ability to relate to his audience and keen understanding of human nature, Louis is a must see at your next sales meeting.

Sales Podcast Show Notes:

Sales Open Position of the Week
Pragmatech Software delivers on-demand solutions helps sales people close more deals, faster.  We have an early stage company culture, cutting edge products with an enormous market opportunity, together with the strength of an existing marquis client list into which we can expand our value. inciteKnowledge, our new product suite, enables sales and marketing teams to share sales best practices, make time-consuming selling tasks easy, and create personalized selling materials such as presentations, documents, and proposals.

We’re seeking a a self-motivated, high-energy, results-driven sales professional to join our dynamic, collaborative sales team.  This is a  quota carrying role, targeting companies of $100M-$500M in annual revenue, with responsibility for the full sales cycle  The ideal candidate has experience and a successful track record selling software solutions to line of business executives (Director, VP, and C-level) and wants to build an exciting new business.

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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 Jeff Goldberg and Associates http://www.jgsalespro.com/

This weeks sponsor is Colibris Consulting :

Colibris Consulting offers writing services to the high tech industry, and specializes in delivering high quality user documentation quickly and efficiently.
Alison Hodges, the founder of Colibris Consulting, has over 20 years of experience writing for a variety of different industries and audiences.

Sales Podcast Show Notes:

Stats provided by Greg Alexander, Managing Director of Sales Benchmark Index www.salesbenchmarkindex.com

Check out Jeb Blount from SalesGravy.com and author of PowerPrinciples

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SalesRoundup.com

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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 a life coach since 1993.  She has worked with hundreds of clients in all areas. Kelly trained directly with Thomas J Leonard in his first year training coaches at Coach University.  She herself has been coached by Thomas J leonard, Steven Cluney and Henry House.  Her varied background includes working as an executive at Saatchi and Saatchi Advertising and PR Director for The Silver Palate. 

Her roots, however, are in the creative field.  Kelly studied drama at Denison University and now teaches in New York City and writes for television.  She has developed half hour comedies and sold scripts to NBC, CBS and Fox.  Kelly continues to life coach with a select group of clients because she loves it.

Sales Podcast Show Notes:

SilverTip Marine

Go-To-Market Strategies The Promotion Code is “roundup” Get a 50% discount!

The SalesRoundup on YouTube:

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Sales Podcast and Sales Blog Episode 83 May 7th 2007
SalesRoundup.com

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Sales Podcast and Sales Blog

This weeks Master is:

The Vendini Boston Team

Sales Podcast Show Notes:

The “id10t” Error

Go-To-Market Strategies The Promotion Code is “roundup” Get a 50% discount!

The SalesRoundup on YouTube:

Listen to this weeks Sales Podcast

MP3 Stream Download MP3

Sales Podcast and Sales Blog Episode 83 May 7th 2007
SalesRoundup.com

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