Entries Categorized as 'Planning'

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

Date February 21, 2010

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 […]

A 90-day Sales turnaround plan – part 3 days 61-90

Date July 12, 2009

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 day Sales turnaround plan Part 2 31 – 60 day

Date July 6, 2009

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 day Sales turnaround plan Part 1 the first 30 days

Date June 29, 2009

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 […]

What sales people should consider before filing their taxes

Date February 1, 2009

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 […]

Creating a Sales Action Plan Part Two Your Key Account Plan

Date January 25, 2009

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 […]

Creating a Sales Action Plan Part One Your Territory Plan

Date January 18, 2009

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 […]

Setting Your Sales Goals for the New Year

Date January 8, 2009

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 […]

Year End Sales Plan Go out with a BANG!

Date December 15, 2008

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 […]

Ten tips to a territory turnaround plan

Date November 3, 2008

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 […]

Survivors Guide to a Sales Reorganization

Date October 6, 2008

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 […]

How to get through a sales performance or territory review when you’re not doing well

Date September 29, 2008

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 […]

Sales Plan Review Strategy

Date May 5, 2008

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 […]

Sales Territory Management and Planning

Date April 20, 2008

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 […]

Territory Planning for Sales Professionals

Date January 27, 2008

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 […]

Sales Professional action plan for a new territory

Date January 20, 2008

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 […]

A Sales Professional’s action plan for a quick start in the New Year!

Date January 13, 2008

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 […]

Sales strategy and process How to close more sales using a strategic approach

Date December 10, 2007

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 […]

I Hate Q3! Sales Maximization Strategies for Year End.

Date September 16, 2007

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  […]

Sales event planning as part of the sales process for generating prospects and advancing existing sales cycles

Date June 18, 2007

“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 […]