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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