Sales Hygiene 101
What turns buyers off to sales people? 

Did you ever wonder why so many people are apprehensive about talking to a sales person? Why is it that sales people have such a negative stereotype?  Could it be our own fault?  What is it that turns buyers off to sales people?   In this episode Joe and Mike examine actual feedback from prospects who’ve had bad experiences with sales people, talk about what it was the sales person did wrong and offer suggestions so you can avoid these common mistakes.

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This week’s Master is: Ron La Vine of Accelerated Sales Results http://www.ast-incorp.com/

Show Notes:

Link to Tim Wackel’s free seminar on 12/3 http://www.timwackel.com/SalesHelp/Teleseminars.aspx

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

Sales Podcast and Sales Blog
SalesRoundup.com

Turning around an underperforming 
sales organization Part 2 of a 2 part series

Congratulations!You been selected to be the next sales manager. The only problem is the operation you’ll be managing has been underperforming for a long time and you will sink or swim based on your ability to turn it around. In part 2 of this 2 part series on territory turnaround, Joe and Mike talk about how a sales manager might go about accessing what’s wrong with an underperforming territory and give you a strategy and plan of attack for fixing it.

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This week’s Master is: Kelly Guest of Media Mission http://www.mediamission.com/
Kelly has spent over a decade condensing information, studying and practicing what captures and keeps audiences. Kelly’s company Media Mission works with companies to teach sales people and others the techniques for crafting a powerful message and value proposition and skills that make you a better speaker and enhance your presentations.

Show Notes:

Listener John’s website for a Free GPS has stopped the offer, but here is the link just in case they start it up again. www.mygpsoffer.com  

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

Sales Podcast and Sales Blog
SalesRoundup.com

Turning around an underperforming 
sales organization Part 1 of a 2 part series

Taking over an underperforming territory can be a daunting challenge even for the most experienced of sales people.  What would you do if you were given that task?   In this episode Joe and Mike talk about how they would go about assessing a new territory and what steps they would take to make it profitable as soon as quickly as possible.

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This week’s Master is: Rene F. Rodriguez, CEO of Volentum - www.volentum.com
Rene Rodriguez, the owner of Volentum, a sales and coaching organization and he specializes in applying brain research to improving among other things High Performance Selling.  He is a trusted adviser to leadership and business teams in several fortune 100 companies and speaks at many annual events, conventions, and keynotes speeches.

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

Sales Podcast and Sales Blog
SalesRoundup.com

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

Sales Podcast and Sales Blog
SalesRoundup.com

Eliminate the Barney Meetings!
How to avoid feel good meetings that don’t accomplish anything.

 Did you ever sit down and count how many meetings you’ve participated in over the last year that turned out to be of no value to your selling efforts?  How about meetings that seemed to go fantastic, where everyone in the room could “feel the love”, but at the end of the day you got nothing out of it?   We refer to these meetings as “Barney Meetings” in reference to the big purple dinosaur that entertains kids and sings “I love you, you love me…”  Although they may make you feel good Barney meetings are a complete waste of a sales person’s time.   In this episode Joe and Mike talk about how to spot Barney meetings, how to avoid them and how, in some instances you can transform them into worthwhile meetings. 

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This week’s Master is: Craig Elias of Shift Selling http://CraigElias.MyPlaxo.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

Sales Podcast and Sales Blog
SalesRoundup.com

How to successfully navigate through the obstacles created
by your own organization that prevent you from selling!

  Do you sometimes feel that your own company is intentionally or unintentionally making it harder for you to sell? Does your company make you perform lots of tasks that have nothing to do with selling? Did you ever bust your hump to get a deal closed and when you submited it your company it became more difficult to process the order than it was to sell the deal to the prospect? If any of these happened or are happening to you then you’re a victim of the sales prevention department. In this episode Joe and Mike talk about how to successfully navigate through the obstacles created by your own organization that prevent you from selling.

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This week’s Master is: Michael Pedone – president and CEO of salesbuzz.com http://www.salesbuzz.com/

Show Notes:

FREE Teleseminar From Our Friend Tim Wackel on Friday October 17th
Go to www.timwackel.com and sign up under the “sales help” menu!

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

Survivors Guide to a Sales Reorganization

  Nothing is certain but death, taxes and Sales Reorganizations! Each year companies go through an organizational revamping hoping to increase sales and profit. Senior managers are planning right now for next year’s territory changes. So what should you do to minimize your impact? Mike and Joe talk about how you can survive the inevitable sales reorganization and reduce the impact to your territory.. 

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This week’s Master is: Louie Bernstein from mindiq.com and Author of “How to Start a Business from Scratch… Without Having Any” http://www.sales-getter.com/

Show Notes:

FREE Teleseminar From Our Friend Tim Wackel on Friday October 17th
Go to www.timwackel.com and sign up under the “sales help” menu!

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

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

Sales Podcast and Sales Blog
SalesRoundup.com

Relationships, Relationships, Relationships
Building strong bonds with your clients. 

People buy from people they like.  People buy more from people they like and have a good relationship with than from any other people. Successful sales people know that developing great relationships with clients leads to more sales. In this episode Joe and Mike talk about how to go about building the types of relationships that can lead to more sales success.. 

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This week’s Master is: Linda Richardson - Founder/Chairwoman of Richardson and author of the NY Times Best Seller “Perfect Selling” www.richardson.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

Sales Podcast and Sales Blog
SalesRoundup.com

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.

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/

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
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

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

MP3 Stream  Download MP3

 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

Stick it to them - Simple and Unexpected. 
Part 1 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 one of this three part series on making your “sales message stick”! Joe and Mike discuss finding and presenting the core of your sales message and presenting it in an unexpected way that will get people’s attention and zero them in on why they are really buying..

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

Improve your Sales productivity
through a formal sales education!

Let’s face it no matter how much finesse you think is involved in selling at the end of the day Sales is a science. That said why is it so hard to find educational institutions that offer a degree in Sales?  There are more sales people than there are marketing people, finance people, or lawyers combined.  So why do all those professions have accredited degree programs but not sales?  In this episode Joe and Mike talk about getting a sales education and why educational institutions need to pay more attention to sales as a major.

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 This week’s Master is: Howard Stevens, University of Sales Education Foundation 

The University Sales Education Foundation is a 501(c)(3) Non-Profit Corporation established to promote university level educational programs in sales through the provision of scholarships, the creation of educational materials, and other methods.

This week’s Show Notes: http://www.mcdowell-incentives.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

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
SalesRoundup.com

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
SalesRoundup.com

We are on vacation and you are with us!

Mike and Joe are taking some well deserved time off. We will be back with a regular schedule on August 4.

Listen to this weeks Sales Podcast

MP3 Stream 

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

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

Sales Podcast and Sales Blog
SalesRoundup.com