The SalesRoundup Podcast » Prospecting http://salesroundup.com/blog A Sales Podcast for the Complex Sales Professional Mon, 27 Sep 2010 16:20:20 +0000 http://wordpress.org/?v=2.9.2 en hourly 1 Increase your Referrals exponentially http://salesroundup.com/blog/2010/01/increase-your-referrals-exponentially/ http://salesroundup.com/blog/2010/01/increase-your-referrals-exponentially/#comments Sun, 17 Jan 2010 16:54:13 +0000 SalesRoundup Podcast http://salesroundup.com/blog/?p=421 send-out-cards The most successful sales people are the ones who have learned the value of generating referrals.   A successful referral system generates more revenue and costs less than the alternative which is cold calling, advertising  and marketing alone.  However most sales people don’t know how to go about creating referrals.  They lack a systematic approach.

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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]]> http://salesroundup.com/blog/2010/01/increase-your-referrals-exponentially/feed/ 0 Prospecting 2.0 Burn the Ships! http://salesroundup.com/blog/2009/10/prospecting-20-burn-the-ships/ http://salesroundup.com/blog/2009/10/prospecting-20-burn-the-ships/#comments Mon, 26 Oct 2009 20:32:36 +0000 SalesRoundup Podcast http://salesroundup.com/blog/?p=365 tallshipBurn the Ships!

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

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This week’s post on the SalesActionPlan Blog:

Overcoming the Four Top
Pricing Objections in a Complex Sale

The most common objection that you will come across in any sales deal is pricing. The prospect will always, without exception, attempt to bring your price down. Your job, as a top salesperson is to find out why the prospect is objecting to the price. Once you have this information, you will gain the ability to minimize or eliminate the loss that you would have to suffer by allowing for a discount. Read more about handling pricing objections

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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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]]> http://salesroundup.com/blog/2009/10/prospecting-20-burn-the-ships/feed/ 0 A Sales Plan to Sell Higher in your deals http://salesroundup.com/blog/2009/06/a-sales-plan-to-sell-higher-in-your-deals/ http://salesroundup.com/blog/2009/06/a-sales-plan-to-sell-higher-in-your-deals/#comments Mon, 15 Jun 2009 12:35:08 +0000 SalesRoundup Podcast http://salesroundup.com/blog/?p=286 selling-higherTake 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

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This week’s post on the SalesActionPlan Blog

Sales Chess Versus Sales Checkers

What’s the difference between chess and checkers? Checkers is basically a game of reaction. Your opponent makes a move, and you react in the best way that you know how. Chess players on the other hand, plan their moves way ahead of time. The best chess players will already know what options are open to them eleven or even twelve moves ahead of time. They think ahead about every possible contingency, and plan accordingly.Read more about How to Plan Your Sales Strategy Several Moves Ahead

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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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]]> http://salesroundup.com/blog/2009/06/a-sales-plan-to-sell-higher-in-your-deals/feed/ 0 Getting in the door – Develop a Prospecting Plan! http://salesroundup.com/blog/2008/10/getting-in-the-door-develop-a-prospecting-plan/ http://salesroundup.com/blog/2008/10/getting-in-the-door-develop-a-prospecting-plan/#comments Mon, 27 Oct 2008 16:00:33 +0000 SalesRoundup Podcast http://salesroundup.com/blog/?p=175 Foot in the doorGetting 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


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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.

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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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]]> http://salesroundup.com/blog/2008/10/getting-in-the-door-develop-a-prospecting-plan/feed/ 0 Top Sales Reps always prospect – Cold calling or nontraditional prospecting what works? http://salesroundup.com/blog/2008/08/top-sales-reps-always-prospect-cold-calling-or-nontraditional-prospecting-what-works/ http://salesroundup.com/blog/2008/08/top-sales-reps-always-prospect-cold-calling-or-nontraditional-prospecting-what-works/#comments Mon, 11 Aug 2008 14:14:26 +0000 SalesRoundup Podcast http://salesroundup.com/blog/?p=157 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.

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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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]]> http://salesroundup.com/blog/2008/08/top-sales-reps-always-prospect-cold-calling-or-nontraditional-prospecting-what-works/feed/ 0 Sales Strategies and Tactics for staying in front of clients and prospects http://salesroundup.com/blog/2007/10/sales-strategies-and-tactics-for-staying-in-front-of-clients-and-prospects/ http://salesroundup.com/blog/2007/10/sales-strategies-and-tactics-for-staying-in-front-of-clients-and-prospects/#comments Mon, 29 Oct 2007 13:58:58 +0000 SalesRoundup Podcast http://salesroundup.com/blog/2007/10/sales-strategies-and-tactics-for-staying-in-front-of-clients-and-prospects/ hear_nothing.JPGStop em from going (or staying) Silent.

The sales process is moving along great when all of a sudden the prospect goes silent/stops communicating/won’t return your calls. What do you do?  In this episdoe Joe and Mike talk about strategies and tactics you can use to get the prospect reengaged and talking again.

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This weeks Master is:

Jeb Blount, Founder of Sales Gravy  http://www.salesgravy.com/

Considered one of the leading experts in sales and sales leadership, Jeb Blount, author of PowerPrinciples, has over 20 years experience in sales and marketing. Most recently he was Vice President of Sales, responsible for the largest region of an $11 billion, Fortune 500 Company. 

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.

As a leader, consultant and coach he holds a core philosophy that in every endeavor there are a handful of key principles, the basics, which, if focused on intently, will drive peak performance and achievement.

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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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]]> http://salesroundup.com/blog/2007/10/sales-strategies-and-tactics-for-staying-in-front-of-clients-and-prospects/feed/ 0 Cold Calling Sales Methodology for getting the first meeting http://salesroundup.com/blog/2007/07/cold-calling-sales-methodology-for-getting-the-first-meeting/ http://salesroundup.com/blog/2007/07/cold-calling-sales-methodology-for-getting-the-first-meeting/#comments Mon, 02 Jul 2007 10:04:07 +0000 SalesRoundup Podcast http://salesroundup.com/blog/2007/07/cold-calling-sales-methodology-for-getting-the-first-meeting/ alibaba.JPGOpen Sesame! Getting in the door – How to land that initial meeting.

The purpose of Cold Calling is most often to get that initial meeting.  However many Sales Methodologies don’t tell you how to land it.   Joe and Mike talk about how Sales professionals go about getting that first meeting and how to select or develop the one that’s right for you.  Get your foot in the door!

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This weeks Master is:

Brian Lambert President UPSA-Int’l
http://www.upsa-intl.org

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Sales Podcast Show Notes:

The University Sales Center Alliance  http://www.salescenteralliance.org

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