The SalesRoundup Podcast » Proposing

Building better relationships and improving client retention with Send Out Cards

SalesRoundup Podcast — Sun, 10 Jan 2010 18:27:11 +0000

Statistics show most sales take at least 5 contacts with a client or prospect. In fact, 80% of sales are made on or after the fifth contact. Many sales people never make it to 5. A lot of them stop trying to connect after the first or second attempt. Even worse if a client DOES buy most sales people don’t bother with any follow up communication. Studies show the #1 reason customers stop doing business with a company is “perceived indifference,” meaning they feel taken for granted and neglected. Good, consistent communication is key to building great customer relationships. But how do you do that effectively with everything else you have to do? In this first episode of the SalesRoundup for 2010 Joe and Mike discuss a successful strategy for building and managing stronger client and prospect relationships and introduce you to a unique product that takes the time-consuming work out of the process, is easy to use, and is cost effective.

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

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The fundamentals of pricing what you sell

SalesRoundup Podcast — Mon, 13 Apr 2009 18:00:08 +0000

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
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Every Sales Person’s New Worst Competitor and boy are they tough! Part 2

SalesRoundup Podcast — Mon, 09 Mar 2009 09:27:43 +0000

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

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Made to Stick a Sales methodology Part 2

SalesRoundup Podcast — Sun, 07 Sep 2008 22:57:05 +0000

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.

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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.

Sales Process Acceleration Strategies

SalesRoundup Podcast — Sun, 04 Nov 2007 20:31:50 +0000

The Shortest Route to the Money.

The quicker the sales process the faster you make money and the more sales processes you can get engaged in hence the more money you make. In this episdoe Joe and Mike talk about strategies you can use to accelerate the sales process..

Sales Podcast and Sales Blog

This weeks Master is:

Jim Ullery President Center for Organizational Energy, LLC

Jim Ullery is a seasoned sales professional who has Won many sales awards. Jim was recently named Salesperson of the Year by Crestcom International. In addition to Professional Selling Skills (PSS), Center for Organizational Energy, LLC also offers the Bullet Proof Manager Programs (monthly sessions in a unique combination of live and video instruction that emphasizes involvement, participation and team work and represents a complete departure from traditional training methodology), Cracker Jack Credit and Collections Skills, Frontline Leadership, Learning To Lead, WorkSkills, Steps to Success,Tools for Performance Leaders, Team Effectiveness, QUEST and Success Through Service. Jim is also available for retreats and keynote addresses.

“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

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

“First Who then What” Get the right people on the bus… The wrong people off the bus and the Right people in the right seats” by Jim Collins

Listener Tim website http://www.sleddogpodcast.com/

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9 Strategies to Balancing Sales and Life

Sales presentation training for the professional sales Rep

SalesRoundup Podcast — Sun, 15 Jul 2007 22:18:52 +0000

Presentation Nirvana! What will they really remember about your sales presentation and the products and/or services you sell? Joe and Mike talk about how sales professionals can hone their presentation skills to make a lasting impression and,more importantly, make more sales.

Sales Podcast and Sales Blog

This weeks Master is:

Patricia Fripp
http://www.fripp.com/

Patricia Fripp is an award-winning speaker, sales presentation trainer, and executive speech coach. She was the first female President of the National Speakers Association.
Meetings and Conventions magazine calls Patricia “one of the country’s 10 most electrifying speakers.” Kiplinger’s Personal Finance says, “Patricia Fripp’s speaking school is the sixth best way you can invest in your career.”

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Sales Podcast and Sales Blog
SalesRoundup.com

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