Part 3 we answer your Questions on Account Plans
If you sell products and/or services that involve a long or complex sales process, or if you have major accounts that you do a lot of business with, or if you are slowly losing some of your best clients to your competitors and you can’t figure [...]

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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 a 90 [...]

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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 a 90 [...]

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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 territory or [...]

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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 that affects [...]

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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 year.
Listen to this [...]

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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 part episode Mike [...]

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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 time to [...]

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Going out with a bang
Don’t wait till next year!
Year end is just around the corner so its time to slow down, reduce your activity level, sit back and cruise through the year end.  YEAH RIGHT!   If you want to make as much money as possible you should be more active than ever.  In this episode [...]

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Turning around an underperforming 
sales organization Part 1 of a 2 part series
Taking over an underperforming territory can be a daunting challenge even for the most experienced of sales people.  What would you do if you were given that task?   In this episode Joe and Mike talk about how they would go about assessing a new [...]

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Survivors Guide to a Sales Reorganization 
  Nothing is certain but death, taxes and Sales Reorganizations! Each year companies go through an organizational revamping hoping to increase sales and profit. Senior managers are planning right now for next year’s territory changes. So what should you do to minimize your impact? Mike and Joe talk about how you can [...]

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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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It’s May already and if your company has a calendar year end that means you are already 5 months into the sales year. When was the last time you looked at that sales plan you put together at the beginning of the year? In this episode Joe and Mike talk about why it’s important to [...]

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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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If you don’t know where you’re going
you’re never going to get there.
It’s undeniable that if you don’t know where you are going you’re never going to get there. So how can you attain your personal sales goals if you don’t define what they are? In this episode Mike and Joe talk about how to go [...]

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A changing of the guard
Taking over someone else’s territory and finding
opportunities with previously unsuccessful prospects
A changing of the guard.  For salespeople, the begiining of a new year often means change” change in territory, change in accounts, etc. Taking over someone else’s territory and finding opportunities in previously unsuccessful prospects can be tricky but also very [...]

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Helease the Hounds!
If your company’s year end was December 31st you might be thinking its time to relax. The year just finished so why not take it easy for a while. WRONG! You’re in sales to make money.  Its time to get busy. Its time to RELEASE THE HOUNDS! In this episode Joe and Mike [...]

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Play Sales Chess not Sales checkers
(strategic vs tactical)
The concept of strategy has been borrowed from the military and adapted for use in business. In sales, as in the military, strategy bridges the gap between policy and tactics. Together, strategy and tactics bridge the gap between ends and means. Strategy answers the question: What are the [...]

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I Hate Q3! But love it or hate it now is the time to implement your sales strategy to maximize year end sales results. Joe and Mike talk about the things you should do now to finish the year with the biggest bang..
Sales Podcast and Sales Blog

This weeks Master is:
Jim Ullery President  Center for Organizational [...]

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“Pay no attention to the man behind the curtain”! – Sales event planning – a Sales Podcast describing the process of planning and executing effective sales events. When done right sales events can be a very effective means of generating new leads as well as advancing existing sales processes. Joe and Mike discuss how to [...]

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