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 out why, then key account planning can have a tremendous impact on your success.

In part three of this three part series on Key Account Planning Joe and Mike respond to your e-mail questions on key account plans (and anything else related to sales you were wondering about).

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Sales Podcast and Sales Blog

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Show Notes:  CIO magazine white paper.  First Contact Field Guide: Smarter Approaches for Vendors Seeking to Connect with CIOs

Sales Podcast and Sales Blog
SalesRoundup.com

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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 day plan if they want to hit the road running and experienced salespeople need a 90 day plan to help them overcome the sales slump.

In part two of this three part series Joe and Mike discuss how you go about laying out the second thirty days of your 90 day sales turnaround plan.

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This week Guest Kirk Masters Infusionsoft

This week’s post on the SalesActionPlan Blog:

What should go into a new hire or sales territory turnaround plan?

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

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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 day plan if they want to hit the road running and experienced salespeople need a 90 day plan to help them overcome the sales slump.

In part two of this three part series Joe and Mike discuss how you go about laying out the second thirty days of your 90 day sales turnaround plan.

Listen to this weeks Sales Podcast

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No interview this week

This week’s post on the SalesActionPlan Blog:

What should go into a new hire or sales territory turnaround plan?

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.

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 just want to kick start an existing one, to ensure your success you will need to map out a 90 day plan.

In part one of this three part series Joe and Mike discuss how you go about laying out the first thirty days of your 90 day sales turnaround plan.

Listen to this weeks Sales Podcast

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This week’s Master is Ari Galper Founder of Unlock the Game Selling over the phone made painless

This week’s post on the SalesActionPlan Blog

Interviewing tips for the Perfect Sales Job

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

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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 their taxes.  In this episode Joe and Mike talk about the different tax deductions for sales people to lower their taxes.

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This week’s Master is: The Tax Mama www.taxmama.com

Show Notes:

Be sure to post to our new companion blog SalesActionPlan

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
SalesRoundup.com

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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.

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This week’s Master is: Tim Wackel www.timwackel.com
Tim Wackel is hired by sales executives who want their teams to be more successful at blowing the number away. Tim’s “no excuses” programs are insightful, engaging and focused on providing real world strategies that salespeople can (and will!) implement right away. Sales teams from BMC Software, Cisco, Fossil, Hewlett  Packard, Allstate, Thomson Reuters, Raytheon, PricewaterhouseCoopers, Catalina Marketing, Philips Medical Systems, Red Hat and TXU Energy count on Tim to help them create more success in business and in life

Show Notes:

Be sure to post to our new companion blog SalesActionPlan

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
SalesRoundup.com

No related posts.

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 and Joe talk about how to take those sales goals and convert them into an territory plan that can guide your activity throughout the year.

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This week’s Master is: Mike Brooks – Mr. Inside Sales

Show Notes:

Bob Kantin from salesproposals.com sent us his RATER for sales proposals to add to the newsletter. Be sure to subscribe to the SalesRoundup Podcast Newsletter to get all our FREE forms!

Selling in a Down Economy Series
http://www.salesroundup.com/Selling-In-A-Down-Economy.htm

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
SalesRoundup.com

No related posts.

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 define your personal sales goals –  what do you want to accomplish this year?  In this episode Mike and Joe talk about how to go about defining your sales goals for the year and then begin the discussion on translating those goals into a territory or sales plan.

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This week’s Master is: Jeff Goldberg of Jeff Goldberg and Associates
www.jgsalespro.com www.Be-Your-Own-Coach.com

Show Notes:

Bob Kantin from salesproposals.com sent us his RATER for sales proposals to add to the newsletter. Be sure to subscribe to the SalesRoundup Podcast Newsletter to get all our FREE forms!

Selling in a Down Economy Series
http://www.salesroundup.com/Selling-In-A-Down-Economy.htm

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
SalesRoundup.com

No related posts.

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 Joe and Mike tell you why you should be focused on finding and closing deals and give you some ideas about what to look for to maximize your year.

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This week’s Master is: Marty Clarke www.martyclarke.com

Show Notes:
Blog from e-mailer – Brent A. Larlee : “Making Valuable Use of Holiday Downtime”

Selling in a Down Economy Series
http://www.salesroundup.com/Selling-In-A-Down-Economy.htm

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
SalesRoundup.com

No related posts.

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 territory and what steps they would take to make it profitable as soon as quickly as possible.

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This week’s Master is: Rene F. Rodriguez, CEO of Volentum – www.volentum.com
Rene Rodriguez, the owner of Volentum, a sales and coaching organization and he specializes in applying brain research to improving among other things High Performance Selling.  He is a trusted adviser to leadership and business teams in several fortune 100 companies and speaks at many annual events, conventions, and keynotes speeches.

Show Notes:

http://www.salesroundup.com/Selling-In-A-Down-Economy.htm

We mentioned two sales positions on the show.  If your interested send us an email.

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
SalesRoundup.com

No related posts.

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 survive the inevitable sales reorganization and reduce the impact to your territory.. 

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This week’s Master is: Louie Bernstein from mindiq.com and Author of “How to Start a Business from Scratch… Without Having Any” http://www.sales-getter.com/

Show Notes:

FREE Teleseminar From Our Friend Tim Wackel on Friday October 17th
Go to www.timwackel.com and sign up under the “sales help” menu!

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
SalesRoundup.com

No related posts.

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 territory review.  Talking about walking into the lions den!  In this episode Joe and Mike talk about how to make it out of your performance review alive when things are not going all that well. 

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This week’s Master is: Jeff Grill VP of Marketing for Mimeo www.mimeo.com

Show Notes:

Cold Calling College—with The Queen of Cold Calling, Wendy Weiss

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
SalesRoundup.com

No related posts.

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 review your sales plan right now and offer some key strategies to help you update your sales business plan.

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Sales Podcast and Sales Blog

This Episode is Sponsored by:

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

This weeks Master : Jeb Blount
Jeb Blount is author of the bestselling sales motivation book PowerPrinciples and the founder of the popular internet sales community http://www.salesgravy.com/ 

Considered one of the leading experts in sales and sales leadership he has over 20 years experience in Fortune 500 sales and marketing. As a business leader he has extensive experience turning around and righting troubled organizations. He has a passion for growing people and the unique ability to see potential in everyone. Over the span of his career he has coached, trained, and developed thousands of Sales Professionals, managers and leaders.

Check out Jeb’s new podcast:
The Sales Guy’s Quick and Dirty Tips for Getting the Deal Done

Notes: 

Goalsheet

The Utility Joe mentioned on the show to consolidate your calendars SyncMyCal.com 

Sales Podcast and Sales Blog
SalesRoundup.com

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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

This Episode is Sponsored by:

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

This weeks Master : No Master this week

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Sales Podcast and Sales Blog
SalesRoundup.com

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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 about defining your sales goals for the year and then translating those goals into a territory plan.

Sales Podcast and Sales Blog

This weeks Master :

Jerry Acuff,  Principal and Founder of Delta Point
Developing Better relationships
Website: www.gottochange.com

Prior to founding Delta Point and his previous company JBI Associates, Jerry had a prestigious career in sales and sales management.  He’s been featured in many magazines including Sales and Marketing Management Magazine and Investors Business Daily.
For over 15 years, he has spoken and consulted extensively on the issues of sales excellence, change leadership, and building customer-focused organizations. Jerry is the author of The Relationship Edge In Business a book that focuses on leveraging interpersonal skills to build meaningful customer relationships.

Sales Podcast Show Notes:

Announcement Jim Ullery our buddy is holding another PROFESSIONAL SELLING SKILLS class February 5, 6 & 7, 2008 in Albany, NY
Call Jim at 518-869-8600

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Sales Podcast and Sales Blog
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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 rewarding. In this episode Mike and Joe discuss how to go about finding and working opportunities in previously worked but currently inactive accounts.

Sales Podcast and Sales Blog

This weeks Master :

Tim Wackel founder and president of The Wackel Group

Tim Wackel is a popular business speaker who is a master at making valuable vital information entertaining, and easy to understand.

Tim is the founder and president of The Wackel Group, a training and consulting firm dedicated to helping organizations find, win and keep customers for life.
 
He combines more than 20 years of successful sales leadership with specific client research to deliver high-impact programs that go beyond today’s best practices. Tim’s keynotes and workshops are insightful, engaging and focused on providing real world success strategies that audiences can (and will!) implement right away.

Sales Podcast Show Notes:

Announcement Jim Ullery our buddy is holding another PROFESSIONAL SELLING SKILLS class February 5, 6 & 7, 2008 in Albany, NY
Call Jim at 518-869-8600

Listen to this weeks Sales Podcast

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Sales Podcast and Sales Blog
SalesRoundup.com

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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 give you some ideas about what you should be doing right now to get your year started right.

Sales Podcast and Sales Blog

This weeks Master :Herb Morgan CEO/Chief Investment Officer Efficient Market Advisors – The Economic Outlook

Sales Podcast Show Notes:

Tim Dewey from the Sled Dog Podcast Thanks for the Pics.

Announcement  Jim Ullery our buddy is holding another PROFESSIONAL SELLING SKILLS class February 5, 6 & 7, 2008 in Albany, NY 
Call Jim at 518-869-8600

Listen to this weeks Sales Podcast

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Sales Podcast and Sales Blog
SalesRoundup.com

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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 ends we seek and how should we achieve them, in other words strategy is a plan, a “how,” a means of getting from here to there. Too often sales people dive into sales without taking the time to develop a strategy for success and more often than not it results in less than satisfactory results. In this episode Joe and Mike talk about how to go about developing an effective sales strategy that will improve your success and help make more money.

Sales Podcast and Sales Blog

This weeks Master:

Bill Nussey CEO of SilverPOP

The use of email marketing software and solutions for opt-in, permission-based campaigns can generate vast improvements in customer loyalty and lifetime value.
Bill Nussey has more than 13 years of experience as a chief executive for technology companies. Over the years Silverpop has been the originator of many industry best practices and innovations. As CEO, he has consulted with numerous marketing executives on the use of email as a strategic communications channel and, over the years, uncovered solutions to many of the challenges marketers are facing. Nussey shares these insights in his recently released book, The Quiet Revolution in Email Marketing. In 2004, Nussey received the Direct Marketing Association’s Marketing Technology and Internet Council Annual Award of Excellence and was named Marketer of the Year by the Atlanta Interactive Marketing Association.

Sales Podcast Show Notes:

Julian’s Blog  www.executivespartan.blogspot.com 

Sales Graduate – Entry level sales person, straight out of University/College.  Prefer someone who’s worked in retail sales or telephone sales during their education.  Must have a passion for computers and all things technical.Account Manager – Farmer pure and simple.
We’re an IT services company specializing in Storage, Networking and Desktop Support with an awesome team.  We’re very focused on finding the right people who will fit in with the team socially. Company website is www.itaba3.com.au/ or they can find me on LinkedIn.

Tim Wackel – www.timwackel.com

Ballistix.com Ballistix, specializes is what we call sales process engineering. They work predominantly with organizations that sell services and ‘major’ products. They assist these organizations with sales process design and management, technology, and communications

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Sales Podcast and Sales Blog
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Sales Podcast and Sales Blog

This weeks Master is:

Jim Ullery President  Center for Organizational Energy, LLC
“Overcoming obstacles to compressing the sales cycle”
www.energyseekers.com
Free White Paper ”How to Create Sales Superstars”
www.createsalesleaders.com

Sales Podcast Show Notes:

Dave Kurlan, Founder of Objective Management Group, Inc.

Executive Luncheon, November 7 at Gillette Stadium

Date: November 7, 2007
Location: Gillette Stadium Home of the New England Patriots Foxboro MA.
Who Should Attend: For CEO’s Presidents, VP’s, Partners and Directors
11 AM Registration
11:30 AM Luncheon
Noon – Keynote Presentation
2 PM Optional Tour of Gillette Stadium including field and locker room

Other Dates in other cities

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Sales Podcast and Sales Blog
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Sales Podcast and Sales Blog

This weeks Master is:

Julie Burroughs , Founder of Event Living
http://www.eventliving.com

Sales Podcast Show Notes:

Be sure to sign up for our newsletter to receive Julie’s document mentioned on the show.

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Sales Podcast and Sales Blog Episode 83 May 7th 2007
SalesRoundup.com

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