In part two of this three part series Joe and Mike discuss a successful strategy for cultivating referrals from your clients and introduce you to a unique product that takes the time-consuming work out of the process, is easy to use, cost effective and really works.

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This weeks Master is:

Mike Brooks, President of Mr. Inside Sales.  training – coaching – consulting

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Related posts:

1. Building better relationships and improving client retention with Send Out Cards
2. Income Opportunity – Make money by being a reseller

For more information on how you can build a great referral
business send an email to Mike and Joe

Sales Podcast and Sales Blog

This weeks Master is:

Mike Brooks, President of Mr. Inside Sales.  training – coaching – consulting

Listen to this weeks Sales Podcast

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Are you seeing a decline in your prospecting results?   Maybe its because you’re not keeping up with the times. Across the board traditional forms of prospecting are loosing their effectiveness.   It might be time to abandon the old methods and move on to new ones.

When Spanish Conquistador Hernando Cortez landed in Mexico, one of his first orders to his men was to burn the ships. In this episode of the SalesRoudup Joe and Mike talk about new ways to prospect and encourage you to “burn the ships” when it comes to doing the same old thing.

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This week Guest Interview… Mark Pollard, VP Altus Learning Systems

This week’s post on the SalesActionPlan Blog:

Overcoming the Four Top
Pricing Objections in a Complex Sale

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Related posts:

1. Be careful what you ask for as a manager you just might get it!
2. The Anatomy of a Lousy Sales Pitch
3. Jump! How High? Selling

Jump! How High?

Okay we’ve all been victims to the Jump! How High? Syndrome! This is where during the sales cycle your prospect asks you to jump through hoops and yes we sometimes act out of fear of losing the deal.  They may give short deadlines to respond to a request for information, or may ask you to come tomorrow in and give a demo, or well you get the picture! This week Mike and Joe provide you with a plan on how to deal with demanding prospects during the sales cycle and put you back in the driver’s seat!

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This week Guest Samantha (Sam) Bovat Founder of  Motivational Marketing Consultant www.ContagiousEnergy.com

This week’s post on the SalesActionPlan Blog:

Six Major Sales Objections and a Plan on How to Overcome Them

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Take 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 penetrate an organization and actually provide you tips for selling higher!

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This week’s Master is Andrea Sittig-Rolf – The Blitz Master

This week’s post on the SalesActionPlan Blog

Sales Chess Versus Sales Checkers

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How much is it?

If you’re fortunate enough to sell something that allows you the flexibility to negotiate price, it is important to maximize the deal while making it more attractive to the buyer.  In this episode Joe and Mike discuss various aspects of pricing products and services that you should consider before preparing your next sales proposal.

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This week’s Master:  John Palumbo CEO of The Sales DNA Institute

Show Notes:

Tim Wackel’s running another one of his FREE tele-seminars (not webinar) this month. The date is Friday April 24th and folks can register by visiting www.timwackel.com and then clicking through the top banner on the home page.

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

SalesActionPlan.com
SalesRoundup.com

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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 the same old stuff.

In part four of this four part series Joe and Mike discuss how to complete the discovery centric selling process and walk you through some real life examples of what the process looks like.

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This week’s Master: Mike & Joe

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

SalesActionPlan.com
SalesRoundup.com

No related posts.

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 the same old stuff.

In part two of this three part series Joe and Mike share with you a sales process that they have been experimenting with in the field – in actual sales situations – with early indications showing a marked improvement in sales close ratios.

Listen to this weeks Sales Podcast

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This week’s Master: Mike & Joe

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

SalesActionPlan.com
SalesRoundup.com

No related posts.

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 the same old stuff.   In part one of this three part series Joe and Mike share with you a sales process that they have been experimenting with in the field – in actual sales situations – with early indications showing a marked improvement in sales close ratios.

Listen to this weeks Sales Podcast

MP3 Stream Download MP3

This week’s Master: Mike & Joe

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

SalesActionPlan.com
SalesRoundup.com

No related posts.

Every Sales Person’s New Worst Competitor and boy are they tough! Part 2 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 new WORST competitor and you better learn how to deal with it quick!.  The recession has created new competition. It’s the competition for budget dollars! In part two of this two part episode Joe and Mike discuss what you need to do to compete and win the battle over budget dollars.

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This week’s Master: Ann Flynn Technology Finance Partners

Show Notes:

Take the quick powerpoint poll

This episode of the SalesRoundup is brought to you by the folks at Professional Selling Skills who offer programs and classes in Professional Sales Coaching, Professional Sales Negotiation, Professional Prospecting Skills, and they also have their unique Compass Program.  Go to their website to learn more at
www.ProfessionalSellingSkills.com and tell them Joe and Mike sent you.

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

SalesActionPlan.com
SalesRoundup.com

No related posts.

Every 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 new WORST competitor and you better learn how to deal with it quick!.  In part one of this two part episode on the new competitor Joe and Mike discuss who the competitor is and the steps you need to take in the qualification process to help you overcome him.

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This week’s Master: Michael Nick President ROI4Sales

Show Notes:

Take the quick powerpoint poll

This episode of the SalesRoundup is brought to you by the folks at Professional Selling Skills who offer programs and classes in Professional Sales Coaching, Professional Sales Negotiation, Professional Prospecting Skills, and they also have their unique Compass Program.  Go to their website to learn more at
www.ProfessionalSellingSkills.com and tell them Joe and Mike sent you.

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

SalesActionPlan.com
SalesRoundup.com

No related posts.

How many times during a sales process have you heard “your price is too high”, “you’re going to have to do better than that”,  “your competitor’s price is much more attractive” or any number of pricing objections?

If you’re like most sales people it happens to you in almost every sale. Even though it’s so common many sales people are unprepared and even fear dealing with it. The result is often to discount your price when you don’t have to.

In this episode Joe and Mike discuss how to deal with pricing objections successfully so you can close more deals maximize your commission dollars.

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This week’s Master is: Erich Flynn CEO of Treehouse

Show Notes:

This episode of the SalesRoundup is brought to you by the folks at Professional Selling Skills who offer programs and classes in Professional Sales Coaching, Professional Sales Negotiation, Professional Prospecting Skills, and they also have their unique Compass Program.  Go to their website to learn more at
www.ProfessionalSellingSkills.com and tell them Joe and Mike sent you.

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

SalesActionPlan.com
SalesRoundup.com

No related posts.

Getting in the door!

As the saying goes “you can’t shoot the dear from the lodge” meaning you can’t close business sitting in your office.  You need to get in front of potential clients to be successful in sales.  But how do you get in front of them?  How do you get in the door? 

In this episode Joe and Mike talk about how to leverage references and what to say to potential prospects to entice them to meet with you.  To help you get invited in through that proverbial door.. 

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This week’s Master is: Rocky LaGrone
Rocky is the president and founder of The Training Group a sales, sales management, management, customer service, and human relations training and business development firm.

The Training Group http://www.mytraininganddevelopment.com

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

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Related posts:

1. Prospecting 2.0 Burn the Ships!

Stick 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 deaf ears?  How many times did you think given the facts the sale would be a “no brainer” for the buyer, but it wasn’t?  Why do some sales messages just seem to die?  The most compelling reasons for someone to buy from you can be lost if the message isn’t presented right. It’s not about the content being presented it’s about the context of the presention. 

This series is based on the book “Made to Stick” by Chip and Dan Heath which is all  about why some ideas survive and others die. Part two of this three part series on  making your “sales message stick”! Joe and Mike discuss making your sales message emotional and how to use stories to make the message stick.

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 This week’s Master is: No Masters This week. Get The Book Make To Stick by:
Chip Heath
Professor, Graduate School of Business, Stanford University
Dan Heath
Consultant, The Aspen Instituteby

This week’s Show Notes: http://madetostick.com/

How to Start a Business from Scratch e-Book
http://www.sales-getter.com/

Cold Calling College—Live free preview call with The Queen of Cold Calling, Wendy Weiss

We published our first e-Booklet set
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Stick it to them – Concrete and Credible. 
Part 2 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 deaf ears?  How many times did you think given the facts the sale would be a “no brainer” for the buyer, but it wasn’t?  Why do some sales messages just seem to die?  The most compelling reasons for someone to buy from you can be lost if the message isn’t presented right. It’s not about the content being presented it’s about the context of the presention. 

This series is based on the book “Made to Stick” by Chip and Dan Heath which is all  about why some ideas survive and others die. Part two of this three part series on  making your “sales message stick”! Joe and Mike discuss two techniques to effectively communicate your sales message; Concrete and Credible.

Listen to this weeks Sales Podcast

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 This week’s Master is: No Masters This week. Get The Book Make To Stick by:
Chip Heath
Professor, Graduate School of Business, Stanford University
Dan Heath
Consultant, The Aspen Instituteby

This week’s Show Notes: http://madetostick.com/

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.

Be calling or be bawling!

If you’re not consistently adding new prospects to your pipeline you are not going to be successful long term. Top sales people know that Prospecting is the MOST important aspect of selling.

In this episode Joe and Mike discuss different aspects of prospecting and offer tips on how to be more successful at finding qualified prospects.

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 This week’s Master is Evan Sohn, Founder and CEO of Salesconx.

Salesconx is a marketplace for professionals to buy and sell introductions to decision makers.

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
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Related posts:

1. Prospecting 2.0 Burn the Ships!

Serving up the big cheese!
Leveraging your senior executives in a sales cycle

During the sales process sometimes it’s necessary to bring in a company evangelist or someone from your senior management team to advance the sale.  Unfortunately doing so is fraught with danger – it could negatively effect the sale and/or the person you bring in might get a negative impression of you. 

You have to know when to bring them in, why to bring them in, how to prepare them and how to keep them on message. Most importantly you have to preserve your control over the sales process and not surrender it to your management. In this episode Joe and Mike discuss what you can do to increase your odds of success when you “Serve up the big cheese”.

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 This week’s Master is Kevin Parker – Vice President, Chief Evangelist of a software companyKevin is the Big cheese for his company. He is the guy they bring in when the prospect needs to talk to someone higher up.

In additionIn the past year he’s spoken at over 50 events in more than 20 countries. Frequently a keynote speaker at technology conferences and often asked to share vision and strategy with the world’s leading IT executives.

He also coaches many executives on how to hone their presentation skills and get real in front of an audience of 1 or 1,000.

Check out Kevin at www.serguru.com

Notes:
Listener Christian’s blog posts http://ultimatesalesexecresource.blogspot.com/

http://ultimatesalesexecresource.blogspot.com/2006/08/imposed-optimism-in-forecasting.html
http://ultimatesalesexecresource.blogspot.com/2006/09/pessimistic-sales-forecast-is-not.html
http://ultimatesalesexecresource.blogspot.com/2006/09/whither-forensic-forecasting.html
http://ultimatesalesexecresource.blogspot.com/2006/09/do-not-stumble-over-your-weighted.html

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
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How to make the most out of sales meetings
during the summer time lul in activity

Its summer (at least in the USA) which means people are more relaxed, going on vacations and loosing any sense of urgency about doing business.   If you’re a sales person summer often has a negative effect on your ability to close sales.  In this episode Joe and Mike offer up some ideas that might help you improve your sales performance over the summer.

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 This week’s Master is Doug Aley, Vice-President of Business Development for Jott.com
Jott Networks operates a voice to text service that makes staying organized and in touch easy. Jott allows sales people and other consumers to easily and safely send emails and text messages, set reminders, organize lists, and post to web services with their voice.

Notes:
Fantasy Football if your interested send us an e-mail at joe@salesroundup.com

Brent Larlee’s Article on Pipeline Velocity – The Thrill of Speed

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

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There are a few basic behaviors that top salespeople should follow in tough economic times to sustain their performance. First, make your customer’s goals your personal objectives. Demonstrate how your product or service will advance their ambitions. Only propose solutions that solve their business problems! Second, justify all proposals with payback beginning in the current fiscal year. In tough economic times every customer will be looking to save money. Third, and perhaps the most important, reduce their risk! This is especially acute in a down economy. No one wants to take on additional risk when times are tough.

This week Mike and Joe talk with Jeb Blount, author of PowerPrinciples and founder of SalesGravy.com about Understanding Your Customer’s needs throughout this turbulent period.

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Sales Podcast and Sales Blog

Part One of Selling in a down economy maintaining a positive attitude

Part Three of Selling in a down economy a proven strategy for success

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, Founder of www.salesgravy.com
Jeb is author of the bestselling sales motivation book PowerPrinciples and the founder of the popular internet sales community SalesGravy.com

The Sales Guy’s Quick and Dirty Tips for Getting the Deal Done

Notes:

Check out Jott

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

Related posts:

1. Sales Strategies and Tactics for staying in front of clients and prospects

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 : Jeff Goldberg from Jeff Goldberg and Associates
Website: http://www.jgsalespro.com/ 

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Sales Podcast and Sales Blog
SalesRoundup.com

Related posts:

1. Let’s Make a Deal The Principles of Negotiating Part 1
2. Let’s Make a Deal The Principles of Negotiating Part 2