June 15, 2009Take 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 to [...]
Posted in Discovery, Podcast, Prospecting 
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April 6, 2009 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 rehashing of [...]
Posted in Discovery, Podcast, Sales Cycle No Comments »
March 23, 2009 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 rehashing of [...]
Posted in Discovery, Podcast, Sales Cycle No Comments »
March 16, 2009 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 rehashing of [...]
Posted in Discovery, Podcast, Sales Cycle No Comments »
March 2, 2009Every 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 a [...]
Posted in Discovery, Down Economy Series, Podcast No Comments »
September 15, 2008Stick it to them – Emotional and Stories.
Part 3 of a 3 part series on making sales messages stick.
Face it, some of the most compelling sales messages don’t stick. How many times have you delivered a very compelling argument about why someone should buy your product or service only to find the message had fallen on [...]
Posted in Discovery, General Skills, Podcast No Comments »
February 24, 2008Leveraging what you’ve discovered to advance the sales cycle
Part three of a three part series on discovery
Do you know how to navigate through a long discovery meeting? Do you know how to end a discovery meeting? In this final part of a three part series on discovery Mike and Joe tell you how to structure [...]
Posted in Discovery, Podcast, Sales Cycle No Comments »
February 17, 2008Asking the Right Questions
Part two of a three part series on Discovery
Do you know what is the most important information a salesperson needs to know about a prospect or client? Do you know how to get that information? In part two of this three part series on discovery Mike and Joe talk about what information [...]
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February 10, 2008Keeping the door open!
Part one of a three part series on Discovery
You got your first meeting with the prospect. Now what are you going to do? Most sales professionals will tell you about the value of doing discovery but how many of us actually do it effectively? How many times have you or a sales [...]
Posted in Discovery, Podcast, Sales Cycle No Comments »
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