Salesopedia Media Podcasts

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Salesopedia Media is for sales professionals who want to sell more. Each episode features Clayton Shold in conversation with some of the top names in the world of sales. Take a 10 to 15 minute break with us and give your career a boost! Primary Format : Unknown Also Listed as: City : Oakville State/Province : ON Country : Canada Country : NA User Tags: User Votes: RSS Feed Website People found this Podcast Searching for: View this Podcast on a Google Map. Add to iTunes Text Only listing of Salesopedia Media Podcasts Trumix.com listings available of Salesopedia Media Podcasts Click Here to Update the directory of this podcasts programs.

Trumix.com listings available of Salesopedia Media Podcasts Build your own playlists with this podcast. Tips to finish the year strong - Jim Meisenheimer I refer to Jim Meisenheimer as a sales expert; he refers to himself as a lifetime student of the selling profession. Which ever way you look at him he is a “player” in the sales game having trained tens of thousands of sales producers and thousands of sales managers. He knows what is required to [...] Listen | Listen in your iPhone | Download | View full cache | Visit Website Positive Mindset - Billy Cox Billy Cox is the epitome of positive mindset. In this podcast he gives some great examples that prove everybody is selling something. One of his favorite mantras is “Success begins with can, failure begins with can’t.” Billy shares a story how this saying changed his life. As you listen you’ll wonder who has more [...] Listen | Listen in your iPhone | Download | View full cache | Visit Website Toss Your Sales Funnel - Mike Brooks Suppose someone told you to throw away your sales funnel. Would you think they are contrarian or just crazy? Mike Brooks suggests the top 20% of sales producers don’t use a funnel, they use a sales cylinder. He explains how to dramatically improve your closing ratio by using a cylinder and disqualifying prospects early. Mike [...] Listen | Listen in your iPhone | Download | View full cache | Visit Website The Problem with Sales People – Drew Stevens Dr. Drew Stevens puts forth some contrarian opinions in this interview that points the finger at not company, not the sales manager but the sales rep. His research suggests there are at least 11 areas where reps are culpable. He details four of these areas in this podcast. Drew goes on to offer specific suggestions [...] Listen | Listen in your iPhone | Download | View full cache | Visit Website Sell Yourself First – Shannon Smith Shannon Smith proclaims mediocre is dead! An expert in personal branding she describes what she does as running finishing schools for adults. Her clients know they have to be more competitive in the market place and need to ensure they have everything going for them. Shannon suggests you have to act the part, be the [...] Listen | Listen in your iPhone | Download | View full cache | Visit Website Promiscuous Prospecting – Jill Konrath Failure inspired Jill Konrath to write the book “Selling to Big Companies”. A sales consultant who couldn’t get people to call her back led her to identify insights that really work. In this podcast she dispels the myth that prospecting is a numbers game. Jill describes specific techniques that really work. Listening to this eleven [...] Listen | Listen in your iPhone | Download | View full cache | Visit Website Selling Professional Services in a Down Economy Mike Schultz discusses current trends in selling professional services in a down economy. The advice he offers might surprise you on what you should be doing today to ensure your business is maintaining its course in these turbulent times. He looks forward to 2009 with a prediction of what the future holds. He is [...] Listen | Listen in your iPhone | Download | View full cache | Visit Website Time Flies - Vince Poscente With the Olympics happening in Beijing this week it is timely we have a returning guest who is a former Olympian. We are joined by Vince Poscente who has become an expert on the impact time is having on our daily lives. Vince talks about some of his findings from when he was researching his [...] Listen | Listen in your iPhone | Download | View full cache | Visit Website Maximizing Sales Success – Rick Johnson Dr. Rick Johnson is a firm believer that selling is based on relationships. He walks through ten steps he believes are crucial if you want to maximize sales success. He suggests if you are a total solution provider you become a demand creator. How your client views you and your unique value proposition determine how [...] Listen | Listen in your iPhone | Download | View full cache | Visit Website I’ve been lied to – Mark Hunter Mark Hunter contends that customers frequently lie to sales people. He explains why prospects and customers do this and provides practical suggestions on how to deal with the situation. While they may not lie intentionally it does impact the potential success of the transaction. He suggests people buy confidence, then goes on to tell how [...] Listen | Listen in your iPhone | Download | View full cache | Visit Website Strategic Selling - Jim Pancero Jim Pancero cut his teeth in the late 70’s with IBM rising to one of their top sales reps. An expert on selling Jim defines strategic selling as your ability to communicate your value and competitive uniqueness throughout your entire selling process, “it’s more than an elevator speech.” Can you answer your prospect’s question [...] Listen | Listen in your iPhone | Download | View full cache | Visit Website Goal Setting Tips – Dr. Drew Stevens Dr. Drew Stevens has a passion for helping sales professionals. One of the ways he does this is by sharing his methodology for setting goals. In this podcast he provides his Letterman top ten list, the top ten steps required to effectively set goals. Do you have your internal GPS set up? Are you visualizing [...] Listen | Listen in your iPhone | Download | View full cache | Visit Website Negotiating Tactics - Jonathan Farrington Jonathan Farrington explains why not all business is good business. He suggests a win-win is negotiation strategy is always best, but a loose-loose strategy is not necessarily bad. He is a fan of using the four social styles, or as he calls them - personality types (analytical, driver, expressive and amiable) as effective ways to [...] Listen | Listen in your iPhone | Download | View full cache | Visit Website Trigger Events Explained Craig Elias explains what ‘trigger events’ are and how they can boost your sales. He explains how emotion comes into play, and the three types that exist, bad experiences, change or transition, and an awareness strategy. Craig goes on to talk about three different buying modes and why one of these three is the key [...] Listen | Listen in your iPhone | Download | View full cache | Visit Website Personal Development - Bill Sayers Bill Sayers shares words of wisdom on the topic of personal development. He speaks to the many changes and variety of sales resources that exist today, and how the market has changed. He recognizes that not all salespeople are getting the development opportunities they need to continue to evolve and be successful. Bill shares some ideas [...] Listen | Listen in your iPhone | Download | View full cache | Visit Website Leveraging Objections - Cheryl Clausen Cheryl Clausen talks about leveraging objections to make more sales. How you react to objections determines the outcome of the objection. If you expect a positive outcome it changes your mindset. She suggests it is important to both acknowledge and respect the client objection, and then attempt to understand the objection. Cheryl touches on which [...] Listen | Listen in your iPhone | Download | View full cache | Visit Website Surviving the Home Office - Jim Meisenheimer Jim Meisenheimer speaks to the advantages and disadvantages of maintaining a home office. As a successful sales entrepreneur who works from home he shares some practical tips of what can make you more efficient and balance lifestyle. Jim offers some interesting insights on avoiding distractions which he suggests is one of the biggest challenges facing [...] Listen | Listen in your iPhone | Download | View full cache | Visit Website The Presentation Trap - Jeff Thull Complex sales expert Jeff Thull shares his insights on the initial sales presentation. He explains how traditional selling methods and presentations in particular typically focus on presenting answers to questions your prospects don’t even have. Assumptions made when crafting the presentation are no longer valid. This result is the prospect is unable to connect the [...] Listen | Listen in your iPhone | Download | View full cache | Visit Website Leveraging Trade Shows - Barry Siskind Barry Siskind started his career doing traditional sales training and would participate in 12 trade shows a year. His exhibiting interest and proficiency increased and he specialized in what he describes as “one of the oldest marketing tools and probably one of the most abused.” Barry is passionate about the effectiveness of trade shows and [...] Listen | Listen in your iPhone | Download | View full cache | Visit Website Lead Generation Tips - Drew Stevens Dr. Drew Stevens has been on the front line in sales and now consults for sales organizations. He speaks to some of the current challenges sales forces are facing today. Dr. Stevens is a big advocate of being both a farmer and a hunter. Knowing how to generate your own leads is critical to success. [...] Listen | Listen in your iPhone | Download | View full cache | Visit Website Resources and Relationships – Michael J. Hughes Michael J. Hughes explains the importance of networking, why it is core to success in business and life, and why hi-touch is critical in our hi-tech world. You will hear terms like relationship accelerators, networking flashpoints, and leverage strategy. Michael is a strong believer that relationships are the most valuable and valued resource a sales [...] Listen | Listen in your iPhone | Download | View full cache | Visit Website Sales Talk - Colleen Francis Colleen Francis says top sales performers pay attention to the dialogue they have with their prospects. She provides tips on how to “share the love” in conversation by using softening statements, deploying echo techniques, creating space, and being honest but not brutal. Find out why you want to remove the word “I” from your [...] Listen | Listen in your iPhone | Download | View full cache | Visit Website Recession Proof Your Business - Joanne Black Joanne Black talks about the recession or how she puts it, “leaner times.” In this podcast she describes her “5 killer steps” to recession proof your business. These five steps are practical and relevant. As everyone seems to want to talk about slower times, learn how to use this conversation to your advantage. Joanne explains [...] Listen | Listen in your iPhone | Download | View full cache | Visit Website Get the Sales Edge - Greg Stebbins Dr. Greg Stebbins tells you how to get the Sales Edge. He explains the difference between a sales person and a sales professional. He outlines four key points you need to know if you want to excel in sales. A strong believer in continuous learning and sharing knowledge, you will find Dr. Stebbins has a [...] Listen | Listen in your iPhone | Download | View full cache | Visit Website Sales Questions – Art or Science – Dr. Rick Johnson Dr. Rick Johnson has a clear opinion on whether sales questioning is an art or a science. His response and rationale for this opinion might first surprise you, and then have you nodding your head. Rick shares some of the common mistakes made by sales people today, then goes on to list what he [...] Listen | Listen in your iPhone | Download | View full cache | Visit Website Sales Attitude Rocks – Lee Salz In conversation with Lee Salz he shares his thoughts on sales attitude and what it can do for you. A strong believer that attitude is the number one criterion for sales success. Lee suggests part of the attitude you need must focus on is your client and their success. He makes a strong point that [...] Listen | Listen in your iPhone | Download | View full cache | Visit Website Billable Minutes - Nido Qubein Nido Qubein explains the only thing you can’t replicate is time. He suggests you might think of time management as energy management. Think of a battery, you can charge it up but it only lasts for so long. He uses this metaphor to describe how you might think of your time as set ‘units’. Nido [...] Listen | Listen in your iPhone | Download | View full cache | Visit Website Closing Sales - Rochelle Togo-Figa Rochelle Togo-Figa speaks to what many feel is the most challenging aspect of the sales process … closing the sale. She says this is a big issue for sales people and up to 50% of sales are missed because people don’t ask for the business. Rochelle walks through seven steps she believes can have a [...] Listen | Listen in your iPhone | Download | View full cache | Visit Website Prospecting Tips - Anita Sirianni Anita Sirianni describes the three biggest mistakes salespeople make when it comes to prospecting. She discusses practical prospecting tips that work. She stresses the importance of having a consistent sales process in place, but one that is not so restrictive that it suppresses your unique personality. An advocate for life-long learning she tells you how [...] Listen | Listen in your iPhone | Download | View full cache | Visit Website Emotional Advantage - Craig Elias Can you develop an ‘emotional advantage’ that will allow you to make more sales? Craig Elias believes you can. If you are the person who is first in your client or prospect’s mind you have five times the chance of making the sale. He explains what an emotional favorite is, how you can become your [...] Listen | Listen in your iPhone | Download | View full cache | Visit Website Referrals Work Best - Joe Heller Joe Heller explains why “Referrals Work Best.” Hear how you can use referrals to build your credibility, confidence and establish trust. Learn how to perpetuate your success in the referral marketing arena. There is only one type of person you should be asking for referrals from, find out who this is. Joe suggests you can’t [...] Listen | Listen in your iPhone | Download | View full cache | Visit Website Sales Advice for the Times - Dan Sitter Dan Sitter is a practicing sales professional who has a passion for learning and sharing his expertise. He is a great believer that life long learning is essential to enhance ones success in life. Dan explains we are working in a ‘conversation age’ that requires sales people to “put themselves out there.” It’s a move [...] Listen | Listen in your iPhone | Download | View full cache | Visit Website Personal Marketing – Paul McCord Paul McCord discusses personal marketing – what he defines as anything a sales person does to generate prospects. He argues that traditional marketing methods are dying. His perspective seems to strike accord with sales managers, but not sales producers. Paul suggests the secret to success for producers is to acquire ‘expert’ status. Do to this [...] Listen | Listen in your iPhone | Download | View full cache | Visit Website Overcoming Price Objections – Lee Salz The most common objection in sales has to be about price. The customer wants the best price possible, the sales person is accountable to ensure they receive fair price for their product or service. Lee Salz provides some sales tips on how to more effectively manage the price objection discussion. He looks at ways you [...] Listen | Listen in your iPhone | Download | View full cache | Visit Website Sales Tips on Activity - Jacques Werth Jacques Werth shares his “Sales Tips on Activity” in this candid interview. With five decades of experience and many years of studying top sales performers, he tells it like it is, when it comes to what works and what doesn’t. You might be surprised to hear what hasn’t changed over the years. Jacques shares a [...] Listen | Listen in your iPhone | Download | View full cache | Visit Website Building Relationships – Ross Shafer Ross Shafer has a very simple business philosophy, if people love you, they give you more money. Find out how and why this philosophy can make a difference to your sales game. Ross is passionate about helping people become more successful. He is a strong advocate for individuals taking personal responsibility for creating outstanding customer [...] Listen | Listen in your iPhone | Download | View full cache | Visit Website Negotiating Price – Kelley Robertson Expectations on the part of sales people and the buyer are often misunderstood, resulting in a push - pull negotiating situation when discussing price. Kelley Robertson explains what you can do early on in the sales conversation that will help position your value, long before you begin to talk price. Surely you do not want [...] Listen | Listen in your iPhone | Download | View full cache | Visit Website Advanced Questioning Techniques – Don France Don France maintains that questions enable discovery, and discovery is critical to finding the right solutions for your customers. He points out prospects don’t like to talk too much; instead they would rather have the sales person tell them about their product. Prospects typically won’t share their real issues up front as it makes them feel [...] Listen | Listen in your iPhone | Download | View full cache | Visit Website Setting Your Goals for 2008 Jim Meisenheimer is a former US Army Officer who runs an annual boot camp for sales professionals. An author of seven books, former VP Sales and Marketing, accomplished speaker and corporate coach he has demonstrated his sales success by consistently growing his own business’s profitability and revenue every year over past two decades. He shares [...] Listen | Listen in your iPhone | Download | View full cache | Visit Website Business Development - Jonathan Farrington Globally recognized leadership expert Jonathan Farrington share his thoughts on the critical elements necessary for business development. If you are a small business owner or individual sales person you probably worry about increasing sales volumes. He suggests it all starts by creating a workable and achievable set of objectives based on six key words. Many [...] Listen | Listen in your iPhone | Download | View full cache | Visit Website Advanced Networking – Michael Hughes Advanced networking for sales professionals speaks to networking as a process rather than an activity. Done right it can impact and accelerate the sales process. This podcast explains how the strategy can leverage the outcome. Every sales professional should have networking as part of their business building strategy, but only if they are going to do [...] Listen | Listen in your iPhone | Download | View full cache | Visit Website Advanced Networking – Michael Hughes Advanced networking for sales professionals speaks to networking as a process rather than an activity. Done right it can impact and accelerate the sales process. This podcast explains how the strategy can leverage the outcome. Every sales professional should have networking as part of their business building strategy, but only if they are going to do [...] Listen | Listen in your iPhone | Download | View full cache | Visit Website Using Trigger Events to Prospect - Alen Majer Alen Majer talks about using “trigger events” to prospect. He explains what trigger events are and how they can increase your efficiency and professionalism. Alen differentiates between on-line and off-line resources that can be used to prospect or to learn more about existing clients so your contact with them is more meaningful and timely. Alen [...] Listen | Listen in your iPhone | Download | View full cache | Visit Website Using Trigger Events to Prospect - Alen Majer Alen Majer talks about using “trigger events” to prospect. He explains what trigger events are and how they can increase your efficiency and professionalism. Alen differentiates between on-line and off-line resources that can be used to prospect or to learn more about existing clients so your contact with them is more meaningful and timely. Alen Majer [...] Listen | Listen in your iPhone | Download | View full cache | Visit Website Manners That Sell – Lydia Ramsey This interview looks at adding the polish that builds profits. What you won’t hear is a long set of rules and or details on etiquette. Lydia Ramsey is a manners expert who shares her thoughts on manners in selling and how courtesy and respect for people contribute to building relationships and making the sale. She outlines [...] Listen | Listen in your iPhone | Download | View full cache | Visit Website Manners That Sell – Lydia Ramsey This interview looks at adding the polish that builds profits. What you won’t hear is a long set of rules and or details on etiquette. Lydia Ramsey is a manners expert who shares her thoughts on manners in selling and how courtesy and respect for people contribute to building relationships and making the sale. She outlines [...] Listen | Listen in your iPhone | Download | View full cache | Visit Website Your Ideal Customer - Joanne Black Joanne Black’s game is sales. In this podcast Joanne addresses the topic of productivity, specifically how identifying ‘your ideal customer’ is a must if you want to grow your business. Find out what a PITA client is and why you need to avoid them. Discover the three criteria she uses to identify and screen [...] Listen | Listen in your iPhone | Download | View full cache | Visit Website Your Ideal Customer - Joanne Black Joanne Black’s game is sales. In this podcast Joanne addresses the topic of productivity, specifically how identifying ‘your ideal customer’ is a must if you want to grow your business. Find out what a PITA client is and why you need to avoid them. Discover the three criteria she uses to identify and screen [...] Listen | Listen in your iPhone | Download | View full cache | Visit Website Leveraging Listening Skills - Dr. Tony Alessandra Dr. Tony Alessandra sold cookware, china, crystal, and cutlery door to door to put him self through college. He went on to obtain a MBA and PhD in Marketing. He says his early experiences engrained in him that selling is a great occupation. He shares his thoughts on how to leverage your listening [...] Listen | Listen in your iPhone | Download | View full cache | Visit Website Leveraging Listening Skills - Dr. Tony Alessandra Dr. Tony Alessandra sold cookware, china, crystal, and cutlery door to door to put him self through college. He went on to obtain a MBA and PhD in Marketing. He says his early experiences engrained in him that selling is a great occupation. He shares his thoughts on how to leverage your listening skills [...] Listen | Listen in your iPhone | Download | View full cache | Visit Website Working the event - Susan Friedmann Susan Friedmann The Tradeshow Coach shares tips on making the most of your attendance at trade shows, community events, or charitable functions where you have the opportunity to interact with a large number of people. She explains what successful sales representatives do to leverage their investment of time at the event. Never shy, Susan has [...] Listen | Listen in your iPhone | Download | View full cache | Visit Website Working the event - Susan Friedmann Susan Friedmann The Tradeshow Coach shares tips on making the most of your attendance at trade shows, community events, or charitable functions where you have the opportunity to interact with a large number of people. She explains what successful sales representatives do to leverage their investment of time at the event. Never shy, Susan has [...] Listen | Listen in your iPhone | Download | View full cache | Visit Website Opportunity Intelligence - Umberto Milletti Umberto Milletti is the CEO and co-founder of InsideView. He and Richard Horn started the company in 2005 to address what they saw as key shortcomings in the traditional sales process. Pulling together a team with expertise in technology, business, and sales and marketing they created a new class of performance technology they called Opportunity [...] Listen | Listen in your iPhone | Download | View full cache | Visit Website Opportunity Intelligence - Umberto Milletti Umberto Milletti is the CEO and co-founder of InsideView. He and Richard Horn started the company in 2005 to address what they saw as key shortcomings in the traditional sales process. Pulling together a team with expertise in technology, business, and sales and marketing they created a new class of performance technology they called Opportunity [...] Listen | Listen in your iPhone | Download | View full cache | Visit Website Dealing with Objections - Art Sobczak Art Sobczak is an expert on objections. As President of Business By Phone Inc. he has specialized over the past 23 years in working with salespeople who make their living on the phone. He understands the realities and challenges of calling prospects or even existing clients and dealing with their objections. Art has a very [...] Listen | Listen in your iPhone | Download | View full cache | Visit Website Dealing with Objections - Art Sobczak Art Sobczak is an expert on objections. As President of Business By Phone Inc. he has specialized over the past 23 years in working with salespeople who make their living on the phone. He understands the realities and challenges of calling prospects or even existing clients and dealing with their objections. Art has a very [...] Listen | Listen in your iPhone | Download | View full cache | Visit Website Marketing to Grow Your Business - R. Togo-Figa Rochelle Togo-Figa’s expertise is in the area of coaching and training in sales and communications. Over the past 22 years she has worked with executives and sales professionals in the Banking, Publishing, Healthcare, Media, Consumer and Real Estate industries. Her articles have appeared in the New York Times and Westchester Journal News. She was [...] Listen | Listen in your iPhone | Download | View full cache | Visit Website Marketing to Grow Your Business - R. Togo-Figa Rochelle Togo-Figa’s expertise is in the area of coaching and training in sales and communications. Over the past 22 years she has worked with executives and sales professionals in the Banking, Publishing, Healthcare, Media, Consumer and Real Estate industries. Her articles have appeared in the New York Times and Westchester Journal News. She was [...] Listen | Listen in your iPhone | Download | View full cache | Visit Website Recruiting Trends – Jeremy Miller & Derrick Moe Aging baby boomers, well entrenched Gen X and Y’ers, massive talent shortages, Sales 2.0 are all impacting the sales profession today. Jeremy Miller from LEAPJob and Derrick Moe from Select Metrix – The Hire Sense discuss current challenges and trends. These two experts specialize in recruiting sales producers through to senior sales executives. They are [...] Listen | Listen in your iPhone | Download | View full cache | Visit Website Recruiting Trends – Jeremy Miller & Derrick Moe Aging baby boomers, well entrenched Gen X and Y’ers, massive talent shortages, Sales 2.0 are all impacting the sales profession today. Jeremy Miller from LEAPJob and Derrick Moe from Select Metrix – The Hire Sense discuss current challenges and trends. These two experts specialize in recruiting sales producers through to senior sales executives. They are [...] Listen | Listen in your iPhone | Download | View full cache | Visit Website Motivation - Tammy Stanley A successful sales professional, sales leader, and mother of four, Tammy Stanley draws on her experience from work and home to explain the complexities of motivation. She offers some coping strategies to counter fear and leverage motivation. Tammy advocates staying active as a way to sustain motivation suggesting interaction with others can be a powerful [...] Listen | Listen in your iPhone | Download | View full cache | Visit Website Motivation - Tammy Stanley A successful sales professional, sales leader, and mother of four, Tammy Stanley draws on her experience from work and home to explain the complexities of motivation. She offers some coping strategies to counter fear and leverage motivation. Tammy advocates staying active as a way to sustain motivation suggesting interaction with others can be a powerful [...] Listen | Listen in your iPhone | Download | View full cache | Visit Website Secrets of the Top 10% - Colleen Francis Find out why Colleen believes anyone can move themselves into the top 10% of their sales team. Having studied top sales performers in all sized companies from Fortune 500 to small and medium sized businesses, Colleen is uniquely qualified to share the secrets of the top 10%. She says salespeople are made not born. Find out [...] Listen | Listen in your iPhone | Download | View full cache | Visit Website Secrets of the Top 10% - Colleen Francis Find out why Colleen believes anyone can move themselves into the top 10% of their sales team. Having studied top sales performers in all sized companies from Fortune 500 to small and medium sized businesses, Colleen is uniquely qualified to share the secrets of the top 10%. She says salespeople are made not born. Find out [...] Listen | Listen in your iPhone | Download | View full cache | Visit Website Sales Leadership Zone - Nikki Owen Salesopedia Media is excited to bring you this exclusive interview with Nikki Owen announcing the launch of the new website “Sales Leadership Zone.” The site targets those who are in sales management roles with their organizations, or are planning to move into a sales leadership capacity at some time in the future. Sales Leadership Zone [...] Listen | Listen in your iPhone | Download | View full cache | Visit Website Sales Leadership Zone - Nikki Owen Salesopedia Media is excited to bring you this exclusive interview with Nikki Owen announcing the launch of the new website “Sales Leadership Zone.” The site targets those who are in sales management roles with their organizations, or are planning to move into a sales leadership capacity at some time in the future. Sales Leadership Zone [...] Listen | Listen in your iPhone | Download | View full cache | Visit Website Telephone Prospecting - Wendy Weiss Wendy Weiss is the Queen of Cold Calling. In this podcast she tells you the two questions she gets asked the most about prospecting. Wendy goes on to explain the two key elements required to prospecting by phone … successfully. She continues with solid advice about mental outlook and methodology. Targeting your market, focusing on [...] Listen | Listen in your iPhone | Download | View full cache | Visit Website Telephone Prospecting - Wendy Weiss Wendy Weiss is the Queen of Cold Calling. In this podcast she tells you the two questions she gets asked the most about prospecting. Wendy goes on to explain the two key elements required to prospecting by phone … successfully. She continues with solid advice about mental outlook and methodology. Targeting your market, focusing on [...] Listen | Listen in your iPhone | Download | View full cache | Visit Website Working Smarter – Joe Heller Joe Heller is a “revenue warrior” who helps his clients “out think” their competition. As President and Founder of Trust Cycle Selling he practices what he preaches. By putting his methodologies into practice he has helped build revenue in excess of $235 million for client companies. In this podcast he shares his thoughts on working smarter. [...] Listen | Listen in your iPhone | Download | View full cache | Visit Website Working Smarter – Joe Heller Joe Heller is a “revenue warrior” who helps his clients “out think” their competition. As President and Founder of Trust Cycle Selling he practices what he preaches. By putting his methodologies into practice he has helped build revenue in excess of $235 million for client companies. In this podcast he shares his thoughts on working smarter. [...] Listen | Listen in your iPhone | Download | View full cache | Visit Website Selling to Executives - Jeff Thull Jeff Thull is a leading-edge strategist and value advisor widely recognized as an expert on complex sales. In this podcast you’ll hear why Jeff suggests you need to stop selling to executives. Listening to Jeff’s approach you may discover it is unlike anything you have used before. Hear tips on how to think and speak like [...] Listen | Listen in your iPhone | Download | View full cache | Visit Website Selling to Executives - Jeff Thull Jeff Thull is a leading-edge strategist and value advisor widely recognized as an expert on complex sales. In this podcast you’ll hear why Jeff suggests you need to stop selling to executives. Listening to Jeff’s approach you may discover it is unlike anything you have used before. Hear tips on how to think and speak like [...] Listen | Listen in your iPhone | Download | View full cache | Visit Website Self-development tips - Kelley Robertson Kelley Robertson is a professional speaker, sales trainer, and author of “The Secrets of Power Selling” and “Stop, Ask & Listen – Proven Sales Techniques to Turn Browsers into Buyers.” In this podcast he addresses the topic of self-development. Kelley shares ideas of what YOU can do to improve your skill sets. He identifies different [...] Listen | Listen in your iPhone | Download | View full cache | Visit Website Self-development tips - Kelley Robertson Kelley Robertson is a professional speaker, sales trainer, and author of “The Secrets of Power Selling” and “Stop, Ask & Listen – Proven Sales Techniques to Turn Browsers into Buyers.” In this podcast he addresses the topic of self-development. Kelley shares ideas of what YOU can do to improve your skill sets. He identifies different [...] Listen | Listen in your iPhone | Download | View full cache | Visit Website Attitude is a Sales Tool - Mark Hunter The “Sales Hunter” also known as Mark Hunter has helped companies and individuals improve their prospecting, close more sales, and profitably build more long-term relationships. Mark passionately believes attitude is sales tool that can make a big difference to your sales results. Learn how to self-measure your attitude and the importance of the environment in [...] Listen | Listen in your iPhone | Download | View full cache | Visit Website Attitude is a Sales Tool - Mark Hunter The “Sales Hunter” also known as Mark Hunter has helped companies and individuals improve their prospecting, close more sales, and profitably build more long-term relationships. Mark passionately believes attitude is sales tool that can make a big difference to your sales results. Learn how to self-measure your attitude and the importance of the environment in [...] Listen | Listen in your iPhone | Download | View full cache | Visit Website Client Retention – Joanne Black With 30 years of sales training and consulting experience Joanne Black has definite points of view on selling – and specifically on client acquisition and retention. Some of her views are contrarian and she is not hesitant to express them. Author of No More Cold Calling The Breakthrough System That Will Leave Your Competition in [...] Listen | Listen in your iPhone | Download | View full cache | Visit Website Client Retention – Joanne Black With 30 years of sales training and consulting experience Joanne Black has definite points of view on selling – and specifically on client acquisition and retention. Some of her views are contrarian and she is not hesitant to express them. Author of No More Cold Calling The Breakthrough System That Will Leave Your Competition in [...] Listen | Listen in your iPhone | Download | View full cache | Visit Website One-on-one Sales Presentation Tips - C.J. Hayden C.J. Hayden is a business coach, speaker, seminar leader, writer, and sought after media contact person. She has taught marketing at John F. Kennedy University, Mills College and for the U.S. Small Business Administration. She holds a Master Certified Coaching designation and is the author of “Get Clients Now!” C.J. shares her insights into one-on-one presentations, [...] Listen | Listen in your iPhone | Download | View full cache | Visit Website One-on-one Sales Presentation Tips - C.J. Hayden C.J. Hayden is a business coach, speaker, seminar leader, writer, and sought after media contact person. She has taught marketing at John F. Kennedy University, Mills College and for the U.S. Small Business Administration. She holds a Master Certified Coaching designation and is the author of “Get Clients Now!” C.J. shares her insights into one-on-one presentations, [...] Listen | Listen in your iPhone | Download | View full cache | Visit Website Referrals – Colleen Francis Colleen Francis is the founder of Engage Selling Solutions and a recognized sales expert. Our interview today focuses on the very important component of the sales cycle - referrals. She speaks to the advantages of referred leads versus cold calling, supporting her position with hard numbers. Addressing topics of why sales reps don’t ask for referrals, [...] Listen | Listen in your iPhone | Download | View full cache | Visit Website Referrals – Colleen Francis Colleen Francis is the founder of Engage Selling Solutions and a recognized sales expert. Our interview today focuses on the very important component of the sales cycle - referrals. She speaks to the advantages of referred leads versus cold calling, supporting her position with hard numbers. Addressing topics of why sales reps don’t ask for referrals, [...] Listen | Listen in your iPhone | Download | View full cache | Visit Website Negotiating Tips - Anne Miller Sales expert Anne Miller talks about a specialized area of communications … negotiating. Internationally respected author, speaker and coach Anne has been a guest on NBC Today and Bloomberg News Radio. You will hear a very simple definition of negotiating and examples of when people are negotiating and they may not even know it. Learn [...] Listen | Listen in your iPhone | Download | View full cache | Visit Website Negotiating Tips - Anne Miller Sales expert Anne Miller talks about a specialized area of communications … negotiating. Internationally respected author, speaker and coach Anne has been a guest on NBC Today and Bloomberg News Radio. You will hear a very simple definition of negotiating and examples of when people are negotiating and they may not even know it. Learn [...] Listen | Listen in your iPhone | Download | View full cache | Visit Website Networking for Results – Michael Hughes Michael Hughes has been referred to as THE networking guru. In today’s podcast he defines the art of networking to obtain quality referrals. Michael describes how joining a networking group can have an exponential payoff to your business. He explains how you can become the ‘resource of choice’ to others by showing expertise, demonstrating professionalism, and [...] Listen | Listen in your iPhone | Download | View full cache | Visit Website Networking for Results – Michael Hughes Michael Hughes has been referred to as THE networking guru. In today’s podcast he defines the art of networking to obtain quality referrals. Michael describes how joining a networking group can have an exponential payoff to your business. He explains how you can become the ‘resource of choice’ to others by showing expertise, demonstrating professionalism, and [...] Listen | Listen in your iPhone | Download | View full cache | Visit Website Sales Advice - Bill Caskey Sales development leader, coach and speaker Bill Caskey shares his thoughts on what differentiates the top 1% of sales producers from the rest. Learn his theory of detachment and the advantage is can give you in a selling environment. Bill provides some solid advice when he describes three key concepts that impact success and [...] Listen | Listen in your iPhone | Download | View full cache | Visit Website Sales Advice - Bill Caskey Sales development leader, coach and speaker Bill Caskey shares his thoughts on what differentiates the top 1% of sales producers from the rest. Learn his theory of detachment and the advantage is can give you in a selling environment. Bill provides some solid advice when he describes three key concepts that impact success and [...] Listen | Listen in your iPhone | Download | View full cache | Visit Website Essential Communication Skills - Andrea Nierenberg The Wall Street Journal calls Andrea Nierenberg “a networking success story.” She is a master at helping individuals and companies build their businesses by improving relationships. Critical to sale success are well-honed communication skills. Andrea shares her list of eight essential communication skills. She suggests they are common sense but not common practice. Andrea [...] Listen | Listen in your iPhone | Download | View full cache | Visit Website Essential Communication Skills - Andrea Nierenberg The Wall Street Journal calls Andrea Nierenberg “a networking success story.” She is a master at helping individuals and companies build their businesses by improving relationships. Critical to sale success are well-honed communication skills. Andrea shares her list of eight essential communication skills. She suggests they are common sense but not common practice. Andrea [...] Listen | Listen in your iPhone | Download | View full cache | Visit Website Self-Assessment Tools – Colleen O’Brien-Wood Salesopedia and Self-Management Group (SMG) are excited to announce a partnership to promote self-assessment tools on the Salesopedia website. Colleen O’Brien-Wood, VP International Development and Consulting with SMG has a PhD in Psychology with a focus on psychometric development. She explains what self-assessment tools are, the science behind them, and their validity as a [...] Listen | Listen in your iPhone | Download | View full cache | Visit Website Self-Assessment Tools – Colleen O’Brien-Wood Salesopedia and Self-Management Group (SMG) are excited to announce a partnership to promote self-assessment tools on the Salesopedia website. Colleen O’Brien-Wood, VP International Development and Consulting with SMG has a PhD in Psychology with a focus on psychometric development. She explains what self-assessment tools are, the science behind them, and their validity as a [...] Listen | Listen in your iPhone | Download | View full cache | Visit Website Questioning Skills – Jill Konrath Sales expert Jill Konrath comments on how critical good questioning skills are to succeed in sales. She shares her thoughts on what makes a good question. She goes on to explain how to develop high impact questions and when they should be used, as well provides hints to improve your credibility in front [...] Listen | Listen in your iPhone | Download | View full cache | Visit Website Questioning Skills – Jill Konrath Sales expert Jill Konrath comments on how critical good questioning skills are to succeed in sales. She shares her thoughts on what makes a good question. She goes on to explain how to develop high impact questions and when they should be used, as well provides hints to improve your credibility in front [...] Listen | Listen in your iPhone | Download | View full cache | Visit Website The Secret to Successful Selling - C.J. Hayden Renowned coach, author, marketer, and speaker C.J. Hayden shares her insights in to the secrets to successful selling. She says her tips are not rocket science, but simple and effective when put into practice. Covering topics from rejection, procrastination, motivation, and business planning, C.J. discusses practical things you can begin doing today. She also suggests [...] Listen | Listen in your iPhone | Download | View full cache | Visit Website The Secret to Successful Selling - C.J. Hayden Renowned coach, author, marketer, and speaker C.J. Hayden shares her insights in to the secrets to successful selling. She says her tips are not rocket science, but simple and effective when put into practice. Covering topics from rejection, procrastination, motivation, and business planning, C.J. discusses practical things you can begin doing today. She also suggests [...] Listen | Listen in your iPhone | Download | View full cache | Visit Website The #1 Objection - Colleen Francis Colleen Francis is a sales expert and President of Engage Selling Solutions. She is driven by a passion for people - motivating them to reach for the highest standards of success. Colleen trains sales and marketing professionals who want to get to the top… and stay there. In this podcast she addresses the most [...] Listen | Listen in your iPhone | Download | View full cache | Visit Website The #1 Objection - Colleen Francis Colleen Francis is a sales expert and President of Engage Selling Solutions. She is driven by a passion for people - motivating them to reach for the highest standards of success. Colleen trains sales and marketing professionals who want to get to the top… and stay there. In this podcast she addresses the most [...] Listen | Listen in your iPhone | Download | View full cache | Visit Website Metaphorically Selling– Anne Miller Speaker, coach, and author Anne Miller explains what a metaphor is, how it differs from a simile or analogy. But more than an English lesson, she explains how you can use metaphors to increase sales. Learn when to use them, how to use them effectively, and why metaphors can have such a big impact in [...] Listen | Listen in your iPhone | Download | View full cache | Visit Website Metaphorically Selling – Anne Miller Speaker, coach, and author Anne Miller explains what a metaphor is, how it differs from a simile or analogy. But more than an English lesson, she explains how you can use metaphors to increase sales. Learn when to use them, how to use them effectively, and why metaphors can have such a big impact in [...] Listen | Listen in your iPhone | Download | View full cache | Visit Website Sales versus Marketing - Dr. Paul Welty Marketing expert Dr. Paul Welty talks about the marketing and sales departments, their similarities, differences and how they can work together more effectively. Blurring of roles has created a need to clearly understand responsibilities. Where marketing typically works with large anonymous audiences, sales forces work directly with the prospect or customer. Paul builds a compelling [...] Listen | Listen in your iPhone | Download | View full cache | Visit Website Sales versus Marketing - Dr. Paul Welty Marketing expert Dr. Paul Welty talks about the marketing and sales departments, their similarities, differences and how they can work together more effectively. Blurring of roles has created a need to clearly understand responsibilities. Where marketing typically works with large anonymous audiences, sales forces work directly with the prospect or customer. Paul builds a compelling [...] Listen | Listen in your iPhone | Download | View full cache | Visit Website 3 Reasons to be a Career Sales Professional Lori Richardson shares her insights into why one might consider a career in sales. With years of sales experience Lori suggests sales departments create revenue for businesses while other departments spend that revenue. You might be surprised to hear the percentage of college and university students who end up in sales roles after they graduate. You [...] Listen | Listen in your iPhone | Download | View full cache | Visit Website 3 Reasons to be a Career Sales Professional Lori Richardson shares her insights into why one might consider a career in sales. With years of sales experience Lori suggests sales departments create revenue for businesses while other departments spend that revenue. You might be surprised to hear the percentage of college and university students who end up in sales roles after they graduate. You [...] Listen | Listen in your iPhone | Download | View full cache | Visit Website The Queen of Cold Calling - Wendy Weiss If you are in sales you have to pick up the phone and talk to prospects, it’s a given. Find out from this expert how to improve your calling efforts and be more successful. Wendy maintains you have to be good at communicating your value to your prospects. How you think about the call is [...] Listen | Listen in your iPhone | Download | View full cache | Visit Website The Queen of Cold Calling - Wendy Weiss If you are in sales you have to pick up the phone and talk to prospects, it’s a given. Find out from this expert how to improve your calling efforts and be more successful. Wendy maintains you have to be good at communicating your value to your prospects. How you think about the call is [...] Listen | Listen in your iPhone | Download | View full cache | Visit Website How to Catch a Monkey - Charles Durfee Learn about catching monkeys and more importantly - what that has to do with salespeople dealing with change to be more successful. Hear the three things you need to consider when changing your sales routines. Charles follows up with his “Tips to Success” which anyone in sales might be wise to note. Some of these [...] Listen | Listen in your iPhone | Download | View full cache | Visit Website How to Catch a Monkey - Charles Durfee Learn about catching monkeys and more importantly - what that has to do with salespeople dealing with change to be more successful. Hear the three things you need to consider when changing your sales routines. Charles follows up with his “Tips to Success” which anyone in sales might be wise to note. Some of these [...] Listen | Listen in your iPhone | Download |