The SalesRoundup Podcast » Negotiating Series http://salesroundup.com/blog A Sales Podcast for the Complex Sales Professional Mon, 28 Jun 2010 11:57:28 +0000 http://wordpress.org/?v=2.9.2 en hourly 1 Secrets of Selling to Procurement Part 3 http://salesroundup.com/blog/2010/04/secrets-of-selling-to-procurement-part-3/ http://salesroundup.com/blog/2010/04/secrets-of-selling-to-procurement-part-3/#comments Mon, 26 Apr 2010 09:31:59 +0000 SalesRoundup Podcast http://salesroundup.com/blog/?p=479
  • Secrets of Selling to Procurement
  • Secrets of Selling to Procurement Part 2
  • Sales Tips When Negotiations with Procurement
    • ]]>     Cracking the Code Part 3

    If you’re like most sales people you dread the thought of having to deal with the over-reaching procurement person. A lot of sales people avoid it like the plague –which is exactly what you shouldn’t do.

    In part three of this three part series on the secrets of selling to procurement, Joe and Mike interviewed Mario who gave insight into the procurement process.

    Don’t Miss This Series!

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    Send out a FREE Card!
    Send an email to Mike and Joe
    and we will send you the test drive link!

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    Listen to this weeks Sales Podcast

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    Related posts:

    1. Secrets of Selling to Procurement
    2. Secrets of Selling to Procurement Part 2
    3. Sales Tips When Negotiations with Procurement

    ]]>     http://salesroundup.com/blog/2010/04/secrets-of-selling-to-procurement-part-3/feed/ 0     Secrets of Selling to Procurement Part 2 http://salesroundup.com/blog/2010/04/secrets-of-selling-to-procurement-part-2/ http://salesroundup.com/blog/2010/04/secrets-of-selling-to-procurement-part-2/#comments Mon, 12 Apr 2010 14:06:22 +0000 SalesRoundup Podcast http://salesroundup.com/blog/?p=470
  • Secrets of Selling to Procurement
  • Secrets of Selling to Procurement Part 3
  • Sales Tips When Negotiations with Procurement
    • ]]>     Cracking the Code Part 2

    If you’re like most sales people you dread the thought of having to deal with the over-reaching procurement person. A lot of sales people avoid it like the plague –which is exactly what you shouldn’t do.

    In part one of this three part series on the secrets of selling to procurement, Joe and Mike give you some tips for dealing with procurement people and tell a few funny stories based on past experiences.

    Lets’ Make a Deal eBook only $19.99

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    Listen to this weeks Sales Podcast

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    Related posts:

    1. Secrets of Selling to Procurement
    2. Secrets of Selling to Procurement Part 3
    3. Sales Tips When Negotiations with Procurement

    ]]>     http://salesroundup.com/blog/2010/04/secrets-of-selling-to-procurement-part-2/feed/ 0     Secrets of Selling to Procurement http://salesroundup.com/blog/2010/03/secrets-of-selling-to-procurement/ http://salesroundup.com/blog/2010/03/secrets-of-selling-to-procurement/#comments Sun, 28 Mar 2010 12:03:58 +0000 SalesRoundup Podcast http://salesroundup.com/blog/?p=460
  • Secrets of Selling to Procurement Part 3
  • Secrets of Selling to Procurement Part 2
  • Sales Tips When Negotiations with Procurement
    • ]]>     Cracking the Code Part 1

    If you’re like most sales people you dread the thought of having to deal with the over-reaching procurement person.   A lot of sales people avoid it like the plague –which is exactly what you shouldn’t do.

    In part one of this three part series on the secrets of selling to procurement, Joe and Mike give you some tips for dealing with procurement people and tell a few funny stories based on past experiences.

    Don’t Miss This Series!

    Sales Podcast Paragraph

    Send out a FREE Card!
    Send an email to Mike and Joe
    and we will send you the test drive link!

    Sales Podcast and Sales Blog

    Sales Podcast Paragraph

    Listen to this weeks Sales Podcast

    Sales Podcast Paragraph

    Next Week’s Interview will be with an experienced procurement officer… Don’t miss this one!

    Sales Podcast Paragraph

    Sales Podcast and Sales Blog
    SalesRoundup.com

    Related posts:

    1. Secrets of Selling to Procurement Part 3
    2. Secrets of Selling to Procurement Part 2
    3. Sales Tips When Negotiations with Procurement

    ]]>     http://salesroundup.com/blog/2010/03/secrets-of-selling-to-procurement/feed/ 0     Let’s Make a Deal The Principles of Negotiating Part 2 http://salesroundup.com/blog/2009/10/lets-make-a-deal-the-principles-of-negotiating-part-2/ http://salesroundup.com/blog/2009/10/lets-make-a-deal-the-principles-of-negotiating-part-2/#comments Mon, 12 Oct 2009 16:28:50 +0000 SalesRoundup Podcast http://salesroundup.com/blog/?p=357
  • Let’s Make a Deal The Principles of Negotiating Part 1
  • Sales Tips When Negotiations with Procurement Part 2
  • How Not to Get sick this flu season
    • ]]>     letsmakeadeal

    The Principles of Negotiating
    Part 1

    Even though it has one of the most direct and substantial impacts on a sales person’s compensation a lot of sales people underestimate the importance of negotiation during the sales process. If you’re like most sales people your annual income depends on the total dollar amount you sell. If you’re constantly reducing your price to get deals done instead of using a sound negotiating strategy you’re acting very effectively. In part two this two part series on negotiating Joe and Mike give you one of 4 negotiating patterns, a couple of strategies buyers use and a couple of strategies that sellers use.

    Listen to this weeks Sales Podcast

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    This week Guest Interview… No one would come on this show LOL

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    This week’s post on the SalesActionPlan Blog:

    How Unnecessary Meetings Can Kill Your Sales Productivity

    Salespeople are generally award based on the amount of revenue they are able to bring in. For this reason, it is in the best interests of sales professionals to only be engaged in activities that further this goal. Unfortunately however, things don’t always work this way. Sometimes, salespeople are able to fool themselves into thinking that they are being productive when in fact, they are just wasting time on tasks that don’t generate revenue: cleaning out their desks several times in a week, spending inordinate amounts of time talking about strategies with co-workers around the water cooler, and worst of all, going to unnecessary meetings. Read more about How Unnecessary Meetings Can Kill Your Sales Productivity

    Sales Podcast Paragraph

    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. Let’s Make a Deal The Principles of Negotiating Part 1
    2. Sales Tips When Negotiations with Procurement Part 2
    3. How Not to Get sick this flu season

    ]]>     http://salesroundup.com/blog/2009/10/lets-make-a-deal-the-principles-of-negotiating-part-2/feed/ 0     Let’s Make a Deal The Principles of Negotiating Part 1 http://salesroundup.com/blog/2009/10/lets-make-a-deal-the-principles-of-negotiating-part-1/ http://salesroundup.com/blog/2009/10/lets-make-a-deal-the-principles-of-negotiating-part-1/#comments Sun, 04 Oct 2009 16:05:56 +0000 SalesRoundup Podcast http://salesroundup.com/blog/?p=351
  • Let’s Make a Deal The Principles of Negotiating Part 2
  • Sales Tips When Negotiations with Procurement Part 2
  • How Not to Get sick this flu season
    • ]]>     letsmakeadeal

    The Principles of Negotiating
    Part 1

    Even though it has one of the most direct and substantial impacts on a sales person’s compensation a lot of sales people underestimate the importance of negotiation during the sales process. If you’re like most sales people your annual income depends on the total dollar amount you sell. If you’re constantly reducing your price to get deals done instead of using a sound negotiating strategy you’re acting very effectively. In part one of this two part series on negotiating Joe and Mike give you a couple of tips to help you prepare for a negotiation and one of the tactics to use while making concessions..

    Listen to this weeks Sales Podcast

    MP3 Stream download_icon.JPG Download MP3

    Sales Podcast Paragraph

    This week Guest Interview… No one would come on this show LOL

    Sales Podcast Paragraph

    This week’s post on the SalesActionPlan Blog:

    How Unnecessary Meetings Can Kill Your Sales Productivity

    Salespeople are generally award based on the amount of revenue they are able to bring in. For this reason, it is in the best interests of sales professionals to only be engaged in activities that further this goal. Unfortunately however, things don’t always work this way. Sometimes, salespeople are able to fool themselves into thinking that they are being productive when in fact, they are just wasting time on tasks that don’t generate revenue: cleaning out their desks several times in a week, spending inordinate amounts of time talking about strategies with co-workers around the water cooler, and worst of all, going to unnecessary meetings. Read more about How Unnecessary Meetings Can Kill Your Sales Productivity

    Sales Podcast Paragraph

    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. Let’s Make a Deal The Principles of Negotiating Part 2
    2. Sales Tips When Negotiations with Procurement Part 2
    3. How Not to Get sick this flu season

    ]]>     http://salesroundup.com/blog/2009/10/lets-make-a-deal-the-principles-of-negotiating-part-1/feed/ 0     Sales Tips When Negotiations with Procurement http://salesroundup.com/blog/2009/08/sales-tips-when-negotiations-with-procurement/ http://salesroundup.com/blog/2009/08/sales-tips-when-negotiations-with-procurement/#comments Mon, 31 Aug 2009 09:54:58 +0000 SalesRoundup Podcast http://salesroundup.com/blog/?p=333
  • Sales Tips When Negotiations with Procurement Part 2
  • Selling Consulting – On Time On Budget or Die!
  • Secrets of Selling to Procurement
    • ]]>     procurementSurviving Procurement
    Part 1

    Negotiating is tough enough but when you have to negotiate with someone who does it for a living, like a professional procurement person,it becomes a real challenge. In part one of this two part series on negotiating with procurement Joe and Mike discuss how to prepare before your initial meeting with a procurement professional.

    Listen to this weeks Sales Podcast

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    This week Guest Interview is Linda Richardson – Founder/Chairwoman of Richardson and author of the NY Times Best Seller “Perfect Selling”

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    This week’s post on the SalesActionPlan Blog:

    The single biggest mistake
    sales managers make

    Like all people, sales managers are often susceptible to the lure of universal solutions. One of the most common of these false solutions is the “God’s Gift” syndrome. If you are a sales manager, this is the type of thing that you want to avoid. If you’re a sales associate, you’ve probably had to work under a manager who has made this mistake in the past. Read more about Sales Managers Mistakes

    Sales Podcast Paragraph

    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 Part 2
    2. Selling Consulting – On Time On Budget or Die!
    3. Secrets of Selling to Procurement

    ]]>     http://salesroundup.com/blog/2009/08/sales-tips-when-negotiations-with-procurement/feed/ 0     Every Sales Person’s New Worst Competitor and boy are they tough! Part 2 http://salesroundup.com/blog/2009/03/every-sales-persons-new-worst-competitor-and-boy-are-they-tough/ http://salesroundup.com/blog/2009/03/every-sales-persons-new-worst-competitor-and-boy-are-they-tough/#comments Mon, 09 Mar 2009 09:27:43 +0000 SalesRoundup Podcast http://salesroundup.com/blog/?p=218 Episode Logo. Accounting Spreadsheet. Calculator. Budgetting.

    Every Sales Person’s New Worst Competitor and boy are they tough! Part 2 of a 2 part series on beating the competition?

    He’s Here!  He’s new in town but he’s big and he’s bad and as far as competitor’s go he is your absolute worst nightmare.  If you are in sales, any sales, you have a new WORST competitor and you better learn how to deal with it quick!.  The recession has created new competition. It’s the competition for budget dollars! In part two of this two part episode Joe and Mike discuss what you need to do to compete and win the battle over budget dollars.

    Listen to this weeks Sales Podcast

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    This week’s Master: Ann Flynn Technology Finance Partners

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    Show Notes:

    Take the quick powerpoint poll

    This episode of the SalesRoundup is brought to you by the folks at Professional Selling Skills who offer programs and classes in Professional Sales Coaching, Professional Sales Negotiation, Professional Prospecting Skills, and they also have their unique Compass Program.  Go to their website to learn more at
    www.ProfessionalSellingSkills.com and tell them Joe and Mike sent you.

    Be sure to post to our new companion blog SalesActionPlan

    Sales Podcast Paragraph

    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

    No related posts.

    ]]>     http://salesroundup.com/blog/2009/03/every-sales-persons-new-worst-competitor-and-boy-are-they-tough/feed/ 0     Professional Sales Negotiating Strategies http://salesroundup.com/blog/2008/04/professional-sales-negotiating-strategies/ http://salesroundup.com/blog/2008/04/professional-sales-negotiating-strategies/#comments Sun, 13 Apr 2008 19:56:13 +0000 SalesRoundup Podcast http://salesroundup.com/blog/2008/04/professional-sales-negotiating-strategies/
  • Let’s Make a Deal The Principles of Negotiating Part 1
  • Let’s Make a Deal The Principles of Negotiating Part 2
    • ]]>     sign_docs_small.jpgDeal 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 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

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    This Episode is Sponsored by:

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

    accelerated_sales_training_480×60.jpg

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    This weeks Master : Jeff Goldberg from Jeff Goldberg and Associates
    Website: http://www.jgsalespro.com/ 

    Sales Podcast Paragraph

    Listen to this weeks Sales Podcast

    con-audio.jpg MP3 Stream download_icon.JPG Download MP3

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    Sales Podcast and Sales Blog
    SalesRoundup.com

    Related posts:

    1. Let’s Make a Deal The Principles of Negotiating Part 1
    2. Let’s Make a Deal The Principles of Negotiating Part 2

    ]]>     http://salesroundup.com/blog/2008/04/professional-sales-negotiating-strategies/feed/ 0     Negotiating Strategies for Sales Professionals http://salesroundup.com/blog/2008/04/negotiating-strategies-for-sales-professionals-part-2/ http://salesroundup.com/blog/2008/04/negotiating-strategies-for-sales-professionals-part-2/#comments Sun, 06 Apr 2008 16:42:24 +0000 SalesRoundup Podcast http://salesroundup.com/blog/2008/04/negotiating-strategies-for-sales-professionals-part-2/
  • Let’s Make a Deal The Principles of Negotiating Part 1
  • Let’s Make a Deal The Principles of Negotiating Part 2
    • ]]>     sign_docs_small.jpgDeal or no Deal Part 2
    Win the Negotiation Before It Starts

    The best chess players are the ones who think several moves ahead and consider every possible countermove their opponent can make. The same is true for professional negotiators! The better you plan for an upcoming negotiation the better your chances of getting the deal and making more money. In episode two of this three part series on strategic negotiating Joe and Mike discuss why it’s important to plan for every negotiation session and how Professional Sales people utilize a deliberate negotiating Strategy..

    Sales Podcast and Sales Blog

    Sales Podcast Paragraph

    This Episode is Sponsored by:

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

    accelerated_sales_training_480×60.jpg

    Sales Podcast Paragraph

    This weeks Master : Lee Salz
    Website: www.SalesDodo.com

    Lee Salz is often referred to as a sales and sales management guru. He developed his firm Salesdodo with the fundamental mission of helping companies, sales managers, and sales people adapt and thrive in the ever changing world of business. He uses the metaphor of the dodo to show what happens when one fails to adapt. Those who adapt, thrive. Those who don’t become extinct like the dodo bird.

    In 2007, his book “Soar Despite Your Dodo Sales Manager” was published and he’s got a new book in the works titled “The Sales Marriage.”  (which will help business owners, sales managers, and recruiters make better hires for their sales team.)

    Lee is also a columnist for Sales and Marketing Management Magazine’s online edition .

    Sales Podcast Paragraph

    Sales Podcast Show Notes:Mano A Vino Peter Conway has a great blog on Wine Food and Travel… Mostly the VinoCoffee is for Closers with a Twist

    Sales Podcast Paragraph

    Listen to this weeks Sales Podcast

    con-audio.jpg MP3 Stream download_icon.JPG Download MP3

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    Sales Podcast and Sales Blog
    SalesRoundup.com

    Related posts:

    1. Let’s Make a Deal The Principles of Negotiating Part 1
    2. Let’s Make a Deal The Principles of Negotiating Part 2

    ]]>     http://salesroundup.com/blog/2008/04/negotiating-strategies-for-sales-professionals-part-2/feed/ 0     Negotiating Strategies for Sales Professionals http://salesroundup.com/blog/2008/03/negotiating-strategies-for-sales-professionals/ http://salesroundup.com/blog/2008/03/negotiating-strategies-for-sales-professionals/#comments Sun, 30 Mar 2008 22:07:10 +0000 SalesRoundup Podcast http://salesroundup.com/blog/2008/03/negotiating-strategies-for-sales-professionals/
  • Let’s Make a Deal The Principles of Negotiating Part 1
  • Let’s Make a Deal The Principles of Negotiating Part 2
    • ]]>     sign_docs_small.jpgDeal or no Deal

    Negotiating with Yourself,
    NOT a Good Idea.

    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 utilize references during the Sales Process to help you close more business faster.

    Sales Podcast and Sales Blog

    Sales Podcast Paragraph

    This weeks Master is Dave
    A Listener from Canada Who Manages a Team of High-Tech Sales Professionals

    Sales Podcast Paragraph

    Sales Podcast Show Notes:

    Announcement  “Jim Ullery our buddy is holding another PROFESSIONAL SELLING SKILLS class April 8, 9 & 10, 2008 in Albany, NY
    Call Jim at 518-869-8600

    Mano A Vino Peter Conway has a great blog on Wine Food and Travel… Mostly the Vino

    Coffee is for Closers with a Twist

    Sales Podcast Paragraph

    Listen to this weeks Sales Podcast

    con-audio.jpg MP3 Stream download_icon.JPG Download MP3

    Sales Podcast Paragraph

    Sales Podcast and Sales Blog
    SalesRoundup.com

    Related posts:

    1. Let’s Make a Deal The Principles of Negotiating Part 1
    2. Let’s Make a Deal The Principles of Negotiating Part 2

    ]]>     http://salesroundup.com/blog/2008/03/negotiating-strategies-for-sales-professionals/feed/ 0