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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Sales Podcast and Sales Blog

This weeks Master is:

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

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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

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Casting a wide Net(work)
Our B2B Social Networking Show

The advent of Web 2.0 presents a whole new opportunity to leverage technology to reach potential prospects and partners.  But where do you start?  In this episode Joe and Mike talk about different social networking tools, how they use them to drive awareness and how you can leverage them to find more opportunities.

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 This week’s Master is Chris Brogan www.ChrisBrogan.com
Among many other accomplishments and roles Chris Brogan uses social media and technology to build digital relationships for businesses, organizations and individuals.  He shows organizations how to use tools to converse with coworkers, customers and even competitors.   He speaks at conferences and for private organizations and blogs, writes articles and makes media of all kinds on the subject of networking and technology.

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

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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

Register for Mike Brook’s Webinar Cold Calling Success

What you will learn:

Most sales reps hate making cold calls (80% usually), but Top 20% producers not only know the most effective ways of making them, but they also know how to avoid, rejection, easily get past gatekeepers, and get to and qualify decision makers. You can learn how, too!

In this webinar, you’ll learn how to successfully cold call, set appointments, and get past the common objections that are blowing off 80% of your competition.

You’ll learn specific skills like:

The Benefits of Using Scripts
How to Eliminate Screening Forever
How to Successfully Deal With Assistants
How to Turn Rejection into Opportunity
How to Use Email to Your Advantage

Sales Podcast and Sales Blog
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Sales Podcast and Sales Blog

This weeks Master is:

Pragmatech is the worldwide leader in improving sales effectiveness through personalized communications. Pragmatech enables sales and customer-facing teams to automate the delivery of “customer ready” information tailored to the specific needs of individual prospects and customers. Over 1000 companies actively use Pragmatech solutions to increase win rates, accelerate new hire and channel productivity, and strengthen marketing and brand messaging, all while fundamentally transforming the effectiveness of their sales and marketing teams.

Visit Pragmatech at www.inciteknowledge.com

Sales Podcast Show Notes:

Aberdeen Group report mentioned on the show Sales Effectiveness: Get Sales Selling

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Sales Podcast and Sales Blog

This weeks Master is:

John Holland of Customer Centric Systems
www.customercentric.com

The definition of CustomerCentric Selling® depends on what your job is. We teach CEOs how to own and shape their customers’ experience; we teach sales executives how to define and manage their revenue engines, we teach marketing executives how to own and manage sales ready messaging, we teach first line sales managers how to assess and develop the talent of their salespeople, manage to a sales process and build quality pipeline; and we teach salespeople CustomerCentric Selling® techniques. The primary focus of our business is to help individuals and organizations migrate from traditional to CustomerCentric Selling® behavior and to show how our methodology  ”CustomerCentric Selling” can help sales organizations become more CustomerCentric.

Sales Podcast Show Notes:

Sales Open Position of the Week
Pragmatech Software delivers on-demand solutions helps sales people close more deals, faster.  We have an early stage company culture, cutting edge products with an enormous market opportunity, together with the strength of an existing marquis client list into which we can expand our value  inciteKnowledge, our new product suite, enables sales and marketing teams to share sales best practices, make time-consuming selling tasks easy, and create personalized selling materials such as presentations, documents, and proposals.

We’re seeking a a self-motivated, high-energy, results-driven sales professional to join our dynamic, collaborative sales team.  This is a quota carrying role, targeting companies of $100M-$500M in annual revenue, with responsibility for the full sales cycle.  The ideal candidate has experience and a successful track record selling software solutions to line of business executives (Director, VP, and C-level) and wants to build an exciting new business.

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When a sales person becomes too friendly with his / her client and cross the line.  They go too far and put the client above the company.  Joe and Mike talk about how sales professionals can protect themselves from getting into that situation.

Sales Podcast and Sales Blog

This weeks Master is:

Gordon Anderson VP of Content InsideView
http://www.insideview.com/

InsideView was co-founded in 2005 by Umberto Milletti and Richard Horn to address key shortcomings in traditional sales processes. The two founders assembled a team combining outstanding technical, business, sales and marketing expertise. Together, they created a new class of sales performance technology called Opportunity Intelligence.

Opportunity Intelligence transforms sales from a haphazard activity, dependent on cold calls and luck, into a highly targeted, efficient and effective process. InsideView’s Opportunity Intelligence solution was introduced in 2006.

Sales Podcast Show Notes:

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Sales Podcast and Sales Blog

This weeks Master is:

Tim Winship co-author of:
“Mileage Pro – The Insider’s Guide to Frequent Flyer Programs”

http://www.frequentflier.com/

Sales Podcast Show Notes:

Go-To-Market Strategies The Promotion Code is “roundup” Get a 50% discount!

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

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