What is Your Sales Therapy

Date August 10, 2009

saleszenWhat is Your Sales Therapy?

In order to be in Sales you have to be “on your game”.  It’s a high stakes game with little tolerance for slackers.  You need to perform a high level for an extended period of time to be successful.  In much the same way as race cars take pit stops to refuel and retool to reach optimal performance, sales people need a way to relax and reenergize to perform at their best.  In this episode of the SalesRoundup Joe and Mike discuss what they do for “Sales Therapy” to keep their head in the game.

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This week Guest Interview is Geoffrey James, author of the Sales Machine blog on BNET.com

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This week’s post on the SalesActionPlan Blog:

The single biggest mistake
sales managers make

Like all people, sales managers are often susceptible to the lure of universal solutions. One of the most common of these false solutions is the “God’s Gift” syndrome. If you are a sales manager, this is the type of thing that you want to avoid. If you’re a sales associate, you’ve probably had to work under a manager who has made this mistake in the past. Read more about Sales Managers Mistakes

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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


Sales Podcast and Sales Blog

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Jump! How High? Selling

Date August 4, 2009

jump-how-highJump! 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

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This week’s post on the SalesActionPlan Blog:

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

You are an expert complex sales professional and you know how to use prospecting to your advantage. Before you even make a cold call you have already done solid research on your client and are ready to deliver to them multiple reasons why your product can benefit them. You know exactly how you can save them money or increase their profits; and you know how to communicate this properly.But what if you’ve done all of your research, are presenting solid information, and yet the potential customer still raises an objection? How do you get around this objection and properly communicate the value of your solution? read more

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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


Sales Podcast and Sales Blog

salesactionplan.com salesroundup.com

Interview with Doyle Slayton from the SalesBlogcast

Date July 27, 2009

salesblogcast-150We are on Vacation! Yahoo!

This week we have a special show. You see since we are on Vacation, our good friend Doyle Slaton who founded the SalesBlogcast agreed to share with us the sales strategy behind the SalesBlogcast site. In Planning for this episode Doyle asked his readers to suggest sales topics which we discussed in the interview.
Check out Doyle at www.SalesBlogcast.com

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This week Guest Doyle Slayton www.SalesBlogcast.com

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This week’s post on the SalesActionPlan Blog:

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

You are an expert complex sales professional and you know how to use prospecting to your advantage. Before you even make a cold call you have already done solid research on your client and are ready to deliver to them multiple reasons why your product can benefit them. You know exactly how you can save them money or increase their profits; and you know how to communicate this properly.

But what if you’ve done all of your research, are presenting solid information, and yet the potential customer still raises an objection? How do you get around this objection and properly communicate the value of your solution? read more

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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


Sales Podcast and Sales Blog

salesactionplan.com salesroundup.com

A 90-day Sales turnaround plan – part 3 days 61-90

Date July 12, 2009

sales-planA 90 day Sales turnaround plan!

Do you want to be successful in sales? Do you want to be a top performer? Do you know what you need to do for that to happen? If you don’t know where you’re going how are going to get there?

In these times people new to sales need a 90 day plan if they want to hit the road running and experienced salespeople need a 90 day plan to help them overcome the sales slump.

In part two of this three part series Joe and Mike discuss how you go about laying out the second thirty days of your 90 day sales turnaround plan.

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This week Guest Kirk Masters Infusionsoft

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This week’s post on the SalesActionPlan Blog:

What should go into a new hire or sales territory turnaround plan?

What should go into a sales territory turnaround plan? Leave a comment and tell us what you think!

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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


Sales Podcast and Sales Blog

salesactionplan.com salesroundup.com

A 90 day Sales turnaround plan Part 2 31 – 60 day

Date July 6, 2009

sales-planA 90 day Sales turnaround plan!

Do you want to be successful in sales? Do you want to be a top performer? Do you know what you need to do for that to happen? If you don’t know where you’re going how are going to get there?

In these times people new to sales need a 90 day plan if they want to hit the road running and experienced salespeople need a 90 day plan to help them overcome the sales slump.

In part two of this three part series Joe and Mike discuss how you go about laying out the second thirty days of your 90 day sales turnaround plan.

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No interview this week

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This week’s post on the SalesActionPlan Blog:

What should go into a new hire or sales territory turnaround plan?

What should go into a sales territory turnaround plan? Leave a comment and tell us what you think!

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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


Sales Podcast and Sales Blog

salesactionplan.com salesroundup.com

A 90 day Sales turnaround plan Part 1 the first 30 days

Date June 29, 2009

sales-planA 90 day Sales turnaround plan!

Do you want to be successful in sales? Do you want to be a top performer? Do you know what you need to do for that to happen? If you don’t know where you’re going how are you going to get there?

If you are starting in a new territory or just want to kick start an existing one, to ensure your success you will need to map out a 90 day plan.

In part one of this three part series Joe and Mike discuss how you go about laying out the first thirty days of your 90 day sales turnaround plan.


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This week’s Master is Ari Galper Founder of Unlock the Game Selling over the phone made painless

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This week’s post on the SalesActionPlan Blog

Interviewing tips for the Perfect Sales Job

While interviewing is by no means the only part of the job seeking process, it is often the final hoop that you must jump through before landing that perfect sales position. By the time you are ready to sit down for an interview, you have hopefully already looked carefully at several potential job opportunities, putting each of them through a strict screening process to find out which of them are actually viable options. Hopefully, you haven’t wasted time applying to jobs which you really have no affinity for and you haven’t gone to interviews with companies who you aren’t fully interested in working for. Read more about how to get a top sales job.

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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


Sales Podcast and Sales Blog

salesactionplan.com salesroundup.com

Selling when they’re not Buying

Date June 22, 2009

notforsale1Selling in a down economy!

Let’s face it times are tough.  People are not buying like they used to.  Times like these are very difficult for sales people.  That said, there are no excuses.  When the going gets tough the tough get going.  Your success or failure is dependent on how you manage to get through these times.  In this episode Joe and Mike discuss some of things you should be doing to persevere.  To sell when they are not buying!


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This week’s Master is Dave Simmons of Discovery Selling

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This week’s post on the SalesActionPlan Blog

Interviewing tips for the Perfect Sales Job

While interviewing is by no means the only part of the job seeking process, it is often the final hoop that you must jump through before landing that perfect sales position. By the time you are ready to sit down for an interview, you have hopefully already looked carefully at several potential job opportunities, putting each of them through a strict screening process to find out which of them are actually viable options. Hopefully, you haven’t wasted time applying to jobs which you really have no affinity for and you haven’t gone to interviews with companies who you aren’t fully interested in working for. Read more about how to get a top sales job.

Sales Podcast Paragraph

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

A Sales Plan to Sell Higher in your deals

Date June 15, 2009

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


Sales Podcast and Sales Blog

salesactionplan.com salesroundup.com

Drive by Sales Leadership

Date June 8, 2009

carDrive by Sales Leadership

Drive by Sales management. Most of us have experienced it one time or another.   Hopefully none of us are guilty of being one. So called Drive by Sales managers are managers who don’t focus on helping their sales people close business. They are too busy managing by numbers or performing tasks completely unrelated to getting deals closed. In this episode Joe and Mike discuss the pitfalls of having or being a drive by sales manager and the things you need to focus on in order to be a successful manager and drive more business.

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This week’s Master: Jeff Ernst of Kadient
e-book The New RULES of Sales Enablement

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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


Sales Podcast and Sales Blog

salesactionplan.com salesroundup.com

A Sales Plan to Survive an Acquisition

Date June 1, 2009

mother-may-i-sell

“Mother may I” selling!
A Sales Plan to Survive an Acquisition

You’re on top of your game.  You’re the alpha dog of your sales organization.  You’ve got your own territory, you’re bringing in sales and no-one’s telling you to slow down.  All of a sudden your company gets acquired by a large conglomerate and instead of being top dog you’re playing a bit part and you have to ask permission from your company’s account manager before you can sell into an account.   Welcome to the world of “mother may I?” selling!  In this episode Joe and Mike discuss what you can do to adapt and thrive in a “Mother may I” selling environment.

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This week’s Master: Jonathan Bein Managing Partner at z2m4

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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

Sales Podcast Paragraph

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

Dealing with a new sales manager

Date May 26, 2009

new-managerThe God’s gift Syndrome
Dealing with a new sales manager.

Did you ever work for a company who hired a new senior sales manager and both the company leaders and new manager acted as if they were god’s gift to sales? They run around the organization touting how “everything is now great” and that the new manager will bring us to the promised land.

In this episode Joe and Mike discuss how to deal with a new sales manager.

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This week’s Master: Cindy Taylor of the Improved Performance Group

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Show Notes:

Be sure to post to our new companion blog SalesActionPlan

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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


Sales Podcast and Sales Blog

salesactionplan.com salesroundup.com

Reducing the cost of sales

Date May 18, 2009

costWe’ll make it up on volume!…
NOT

Keeping the cost of sales down is important to the health of any organization.  It can also be important to a sales person’s compensation that is based on net profit as opposed to gross revenue. So how do you keep your cost of sales down?   In this episode Joe and Mike discuss techniques and approaches to reduce the cost of sales.

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This week’s Master: Skip Miller, Author of Proactive Sales Management and many other sales books

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Show Notes:

Be sure to post to our new companion blog SalesActionPlan

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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


Sales Podcast and Sales Blog

salesactionplan.com salesroundup.com

Getting a Sales Job Perfecting The Interview Process

Date May 11, 2009

help-wanted

Getting a Sales Job
Perfecting The Interview Process
Part 3 of a 3 part series

In this economy its very tough to find a good sales job.  With companies downsizing there are a lot more candidates than there are jobs to fill.   That’s why if you are looking for a sales job its more important now than ever to use a deliberate, strategic approach to getting it. In part three of this three part series on getting a sales job Joe and Mike discuss how to prepare for the interview process.

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This week’s Master:  Paul Manning The Bowdoin Group

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Show Notes:

Be sure to post to our new companion blog SalesActionPlan

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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


Sales Podcast and Sales Blog

salesactionplan.com salesroundup.com

Getting a Sales Job – Finding the right opportunities and dealing with recruiters

Date May 6, 2009

help-wanted

Getting a Sales Job –  Finding the right opportunities and dealing with recruiters
Part 2 of a 3 part series

In this economy it’s very tough to find a good sales job.  With companies downsizing there are a lot more candidates than there are jobs to fill. That’s why if you are looking for a sales job it’s more important now than ever to use a deliberate, strategic approach to getting it.  In part one of this three part series on getting a sales job Joe and Mike discuss how to go about assessing your qualifications and building a resume.

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This week’s Master:  Ron La Vine of Accelerated Sales Results

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Show Notes:

Be sure to post to our new companion blog SalesActionPlan


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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


Sales Podcast and Sales Blog

salesactionplan.com salesroundup.com

Getting a Sales Job – Assessing your qualifications and resume building

Date April 27, 2009

help-wanted

Getting a Sales Job – Assessing your qualifications and resume building
Part 1 of a 3 part series

In this economy it’s very tough to find a good sales job.  With companies downsizing there are a lot more candidates than there are jobs to fill. That’s why if you are looking for a sales job it’s more important now than ever to use a deliberate, strategic approach to getting it.  In part one of this three part series on getting a sales job Joe and Mike discuss how to go about assessing your qualifications and building a resume.

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This week’s Master:  Jeb Blount, author of PowerPrinciples and founder of SalesGravy.com

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Show Notes:

Be sure to post to our new companion blog SalesActionPlan

Cindy Taylor of  IPG Consulting had a great comment on the blog post “Sales tactics to overcome the Charlie Brown syndrome”

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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


Sales Podcast and Sales Blog

salesactionplan.com salesroundup.com

The fundamentals of pricing what you sell

Date April 13, 2009

discount 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

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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


Sales Podcast Paragraph

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

Discovery Is the Sales Process Part 4

Date April 6, 2009

discovery Discovery Centric Selling
Part 4 of a 4 part series
Selling The Discovery Process.

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

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Show Notes:

Be sure to post to our new companion blog SalesActionPlan


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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

Sales Podcast and Sales Blog

SalesActionPlan.com
SalesRoundup.com

Discovery Is the Sales Process Part 3

Date March 30, 2009

discovery Discovery Centric Selling
Part 3 of a 4 part series
Selling The Discovery Process.

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 three of this four 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.

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This week’s Master: Mike & Joe

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Show Notes:

Be sure to post to our new companion blog SalesActionPlan

The Link to Blog Post mentioned on Death of a Salesman

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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

Sales Podcast and Sales Blog

SalesActionPlan.com
SalesRoundup.com

Discovery Is the Sales Process Part 2

Date March 23, 2009

discovery Discovery Centric Selling
Part 2 of a 3 part series
Selling The Discovery Process.

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

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Show Notes:

Be sure to post to our new companion blog SalesActionPlan

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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

Sales Podcast and Sales Blog

SalesActionPlan.com
SalesRoundup.com

Discovery Is the Sales Process Part 1

Date March 16, 2009

discovery Discovery Centric Selling
Part 1 of a 3 part series
Selling The Discovery Process.

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

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This week’s Master: Mike & Joe

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Show Notes:

Be sure to post to our new companion blog SalesActionPlan

Sales Podcast Paragraph

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

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

Date March 9, 2009

Episode Logo. Accounting Spreadsheet. Calculator. Budgetting.

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

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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

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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

Sales Podcast and Sales Blog

SalesActionPlan.com
SalesRoundup.com

Every Sales Person’s New Worst Competitor

Date March 2, 2009

Episode Logo. Accounting Spreadsheet. Calculator. Budgetting.

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

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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

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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

Sales Podcast and Sales Blog

SalesActionPlan.com
SalesRoundup.com

Early stage Pipeline Development is Critical to Your Success

Date February 22, 2009

funnelTop of the funnel to ya!
Early stage Pipeline Development is
Critical to Your Success Throughout
Each Stage of the Sales Life Cycle

The bigger your pipeline the better you become at qualifying out bad opportunities, the better you become at focusing on the things that make you the most money, the better you become at negotiating and the better you become at closing. A week sales funnel is the root of all evil. So what should you do now to maximize the size of your pipeline? In this episode Joe and Mike discuss how to go about increasing your sales funnel so you can close more deals and maximize your commissions.

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This week’s Master is: Karl Dias Director of Sales Netprospex

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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

Sales Podcast Paragraph

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

Overcoming The Sales Price Objections!

Date February 15, 2009

You’re the next contestant on
“The price is wrong!
Overcoming The Sales Price Objections!

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

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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

Sales Podcast Paragraph

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

How to sell Consulting Services with or without a product sale.

Date February 9, 2009

Ghost IconSelling the Invisible
How to sell Consulting Services with or without a product sale.

There is a big difference between selling product and selling a service. You need to convince the prospect of your ability to deliver without them being able to see or touch anything before the sale.

In this episode Mike and Joe talk about the unique characteristics of selling consulting services and strategies sales professionals can utilize to increase your chances for success.

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This week’s Master is: Paul Stannard founder and CEO of SmartDraw.com

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Show Notes:

Be sure to post to our new companion blog SalesActionPlan

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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

Sales Podcast and Sales Blog
SalesRoundup.com

What sales people should consider before filing their taxes

Date February 1, 2009

Death and Taxes – Our Annual Tax Show
What sales people should consider before filing their taxes!

Sales people are an odd breed in many ways and one of those ways is in how they file their taxes.  Because sales often involves travel, entertainment and other miscellaneous expenses its important that sales people know how that affects their taxes.  In this episode Joe and Mike talk about the different tax deductions for sales people to lower their taxes.

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This week’s Master is: The Tax Mama www.taxmama.com

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Show Notes:

Be sure to post to our new companion blog SalesActionPlan

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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

Sales Podcast and Sales Blog
SalesRoundup.com

Creating a Sales Action Plan Part Two Your Key Account Plan

Date January 25, 2009

Show Image road signCreating a Sales Action Plan
Part two of a two part series
on creating your territory plan for the new year!

In part two of this two part episode Mike and Joe talk about how to take your sales goals and convert them into a Key Account plan that can guide your activity throughout the year.

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This week’s Master is: Tim Wackel www.timwackel.com
Tim Wackel is hired by sales executives who want their teams to be more successful at blowing the number away. Tim’s “no excuses” programs are insightful, engaging and focused on providing real world strategies that salespeople can (and will!) implement right away. Sales teams from BMC Software, Cisco, Fossil, Hewlett  Packard, Allstate, Thomson Reuters, Raytheon, PricewaterhouseCoopers, Catalina Marketing, Philips Medical Systems, Red Hat and TXU Energy count on Tim to help them create more success in business and in life

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Show Notes:

Be sure to post to our new companion blog SalesActionPlan

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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

Sales Podcast and Sales Blog
SalesRoundup.com

Creating a Sales Action Plan Part One Your Territory Plan

Date January 18, 2009

Show Image road signCreating a Sales Action Plan
Part one of a two part series
on creating your territory plan for the new year!

A smart person once said you need to plan your work and work your plan.  In last week’s episode we talked about setting goals for the new year.  In part one of this two part episode Mike and Joe talk about how to take those sales goals and convert them into an territory plan that can guide your activity throughout the year.

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This week’s Master is: Mike Brooks – Mr. Inside Sales

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Show Notes:

Bob Kantin from salesproposals.com sent us his RATER for sales proposals to add to the newsletter. Be sure to subscribe to the SalesRoundup Podcast Newsletter to get all our FREE forms!

Selling in a Down Economy Series
http://www.salesroundup.com/Selling-In-A-Down-Economy.htm

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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

Sales Podcast and Sales Blog
SalesRoundup.com

Setting Your Sales Goals for the New Year

Date January 8, 2009

Set your goalsWhat are you going to do this year?
Setting Your Sales Goals for the New Year!

Back to Zero.  Most sales people are starting a new sales year.  The sales counter is set back to zero and its time to start chipping away at the sales quota your organization has set for you.  Its also time to define your personal sales goals –  what do you want to accomplish this year?  In this episode Mike and Joe talk about how to go about defining your sales goals for the year and then begin the discussion on translating those goals into a territory or sales plan.

Listen to this weeks Sales Podcast

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This week’s Master is: Jeff Goldberg of Jeff Goldberg and Associates
www.jgsalespro.com www.Be-Your-Own-Coach.com

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Show Notes:

Bob Kantin from salesproposals.com sent us his RATER for sales proposals to add to the newsletter. Be sure to subscribe to the SalesRoundup Podcast Newsletter to get all our FREE forms!

Selling in a Down Economy Series
http://www.salesroundup.com/Selling-In-A-Down-Economy.htm

Sales Podcast Paragraph

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

The SalesRoundup Annual Holiday Party

Date December 31, 2008

The SalesRoundup Annual Holiday Party

Happy Holidays Everyone!

Listen to this weeks Sales Podcast

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This week’s Master is: Listen to all the interviews

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Show Notes:

Selling in a Down Economy Series
http://www.salesroundup.com/Selling-In-A-Down-Economy.htm

Our New Blog – Check it out SalesActionPlan,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

Sales Podcast and Sales Blog
SalesRoundup.com