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 [...]

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Jump! How High? Okay we’ve all been victims to the Jump! How High? Syndrome! This is where during the sales cycle your prospect asks you to jump through hoops and yes we sometimes act out of fear of losing the deal.  They may give short deadlines to respond to a request for information, or may [...]

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We are on Vacation! Yahoo! This week we have a special show. You see since we are on Vacation, our good friend Doyle Slaton who founded the SalesBlogcast agreed to share with us the sales strategy behind the SalesBlogcast site. In Planning for this episode Doyle asked his readers to suggest sales topics which we [...]

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A 90 day Sales turnaround plan! Do you want to be successful in sales? Do you want to be a top performer? Do you know what you need to do for that to happen? If you don’t know where you’re going how are going to get there? In these times people new to sales need [...]

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A 90 day Sales turnaround plan! Do you want to be successful in sales? Do you want to be a top performer? Do you know what you need to do for that to happen? If you don’t know where you’re going how are going to get there? In these times people new to sales need [...]

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A 90 day Sales turnaround plan! Do you want to be successful in sales? Do you want to be a top performer? Do you know what you need to do for that to happen? If you don’t know where you’re going how are you going to get there? If you are starting in a new [...]

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Selling in a down economy! Let’s face it times are tough.  People are not buying like they used to.  Times like these are very difficult for sales people.  That said, there are no excuses.  When the going gets tough the tough get going.  Your success or failure is dependent on how you manage to get [...]

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Take me to the next level A common problem with many people is getting to the right level of whatever organization you are trying to sell to.  Plenty of people will tell you why you need to do it but not many people tell you how.  In this episode Joe and Mike tell you how [...]

Posted in Discovery, Podcast, Prospecting No Comments »

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 [...]

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“Mother may I” selling! A Sales Plan to Survive an Acquisition You’re on top of your game.  You’re the alpha dog of your sales organization.  You’ve got your own territory, you’re bringing in sales and no-one’s telling you to slow down.  All of a sudden your company gets acquired by a large conglomerate and instead [...]

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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 [...]

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We’ll make it up on volume!… NOT Keeping the cost of sales down is important to the health of any organization.  It can also be important to a sales person’s compensation that is based on net profit as opposed to gross revenue. So how do you keep your cost of sales down?   In this episode [...]

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Getting a Sales Job Perfecting The Interview Process Part 3 of a 3 part series In this economy its very tough to find a good sales job.  With companies downsizing there are a lot more candidates than there are jobs to fill.   That’s why if you are looking for a sales job its more important [...]

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Getting a Sales Job -  Finding the right opportunities and dealing with recruiters Part 2 of a 3 part series In this economy it’s very tough to find a good sales job.  With companies downsizing there are a lot more candidates than there are jobs to fill. That’s why if you are looking for a [...]

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Getting a Sales Job – Assessing your qualifications and resume building Part 1 of a 3 part series In this economy it’s very tough to find a good sales job.  With companies downsizing there are a lot more candidates than there are jobs to fill. That’s why if you are looking for a sales job [...]

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How much is it? If you’re fortunate enough to sell something that allows you the flexibility to negotiate price, it is important to maximize the deal while making it more attractive to the buyer.  In this episode Joe and Mike discuss various aspects of pricing products and services that you should consider before preparing your [...]

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Discovery Centric Selling Part 4 of a 4 part series Selling The Discovery Process. It seems like someone comes up with a new, improved sales process every week.   The problem is hardly any of the people who write them are actual working sales people or sales managers and their “new process” is usually just a [...]

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Discovery Centric Selling Part 3 of a 4 part series Selling The Discovery Process. It seems like someone comes up with a new, improved sales process every week.   The problem is hardly any of the people who write them are actual working sales people or sales managers and their “new process” is usually just a [...]

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Discovery Centric Selling Part 2 of a 3 part series Selling The Discovery Process. It seems like someone comes up with a new, improved sales process every week.   The problem is hardly any of the people who write them are actual working sales people or sales managers and their “new process” is usually just a [...]

Posted in Discovery, Podcast, Sales Cycle No Comments »

Discovery Centric Selling Part 1 of a 3 part series Selling The Discovery Process. It seems like someone comes up with a new, improved sales process every week.   The problem is hardly any of the people who write them are actual working sales people or sales managers and their “new process” is usually just a [...]

Posted in Discovery, Podcast, Sales Cycle No Comments »

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 [...]

Posted in Negotiating Series, Podcast, Proposing No Comments »

Every Sales Person’s New Worst Competitor and boy are they tough! Part 1 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 [...]

Posted in Discovery, Down Economy Series, Podcast No Comments »

Top of the funnel to ya! Early stage Pipeline Development is Critical to Your Success Throughout Each Stage of the Sales Life Cycle The bigger your pipeline the better you become at qualifying out bad opportunities, the better you become at focusing on the things that make you the most money, the better you become [...]

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You’re the next contestant on “The price is wrong! Overcoming The Sales Price Objections! How many times during a sales process have you heard “your price is too high”, “you’re going to have to do better than that”,  “your competitor’s price is much more attractive” or any number of pricing objections? If you’re like most [...]

Posted in Closing Negotiating, Podcast, Sales Cycle No Comments »

Selling the Invisible How to sell Consulting Services with or without a product sale. There is a big difference between selling product and selling a service. You need to convince the prospect of your ability to deliver without them being able to see or touch anything before the sale. In this episode Mike and Joe [...]

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Death and Taxes – Our Annual Tax Show What sales people should consider before filing their taxes! Sales people are an odd breed in many ways and one of those ways is in how they file their taxes.  Because sales often involves travel, entertainment and other miscellaneous expenses its important that sales people know how [...]

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Creating a Sales Action Plan Part two of a two part series on creating your territory plan for the new year! In part two of this two part episode Mike and Joe talk about how to take your sales goals and convert them into a Key Account plan that can guide your activity throughout the [...]

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Creating a Sales Action Plan Part one of a two part series on creating your territory plan for the new year! A smart person once said you need to plan your work and work your plan.  In last week’s episode we talked about setting goals for the new year.  In part one of this two [...]

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What are you going to do this year? Setting Your Sales Goals for the New Year! Back to Zero.  Most sales people are starting a new sales year.  The sales counter is set back to zero and its time to start chipping away at the sales quota your organization has set for you.  Its also [...]

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The SalesRoundup Annual Holiday Party Happy Holidays Everyone! Listen to this weeks Sales Podcast [Audio clip: view full post to listen] MP3 Stream Download MP3 This week’s Master is: Listen to all the interviews Show Notes: Selling in a Down Economy Series http://www.salesroundup.com/Selling-In-A-Down-Economy.htm Our New Blog – Check it out SalesActionPlan,com We published our first [...]

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