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 Language : Unknown Also Listed as: City : Oakville State/Province : ON Country : Canada Region : NA User Tags: User Votes: RSS Feed Website People found this Podcast Searching for: View this Podcast on a Google Map. Podcast iTunes Link Text Only listing of Salesopedia Media Podcasts Methings.com listings of Salesopedia Media Podcasts If you like this podcast, you might also like:

When the Headline is You Jeff Ansell’s new book “When the Headline is You: An Insider’s Guide to Handling the Media” is chalked full of excellent content. We caught up with Jeff to ask how a sales producer could benefit from the advice he shares. He provides three basic but essential tips that will benefit Listen | Listen in your iPhone | Download | View full cache | Visit Website Win Loss Analysis Win Loss Analysis can make a big difference to sales results. Richard Schroder is a guru on win loss; he shares his insights and recommends specific activities which will result in sales gains. Only 18% of companies in the U.S. have a structured win loss program in place which was Listen | Listen in your iPhone | Download | View full cache | Visit Website Uber Tele-Sales Jim Domanski shares some of findings published in his published special report on the Top Ten B2B tele-sales trends for 2011. He speaks to the evolution of transactional selling (tele-marketing) to more complex sales and greater growth of team selling situations. Hear how he describes the uber telesales rep and Listen | Listen in your iPhone | Download | View full cache | Visit Website Productivity on Steroids Sales 2.0 promised to leverage sales productivity by merging technology with process and methodology. Few have been able to tangibly deliver against this objective. John Cousineau talks about why so few have succeeded in delivering against Sales 2.0 expectations. He explains how his Amacus product becomes a “digital sales assistant” Listen | Listen in your iPhone | Download | View full cache | Visit Website New Rules of Selling Consulting Services Mike Schultz talks about how challenging it has been for consultants and those selling professional services over the past few years. He predicts how buyer attitudes and behavior will change in the upcoming year and how consultants can better adapt to align with what buyers want. He shares advice for Listen | Listen in your iPhone | Download | View full cache | Visit Website Make What You Say Pay Anne Miller is a metaphor evangelist. In her newly released book Make What You Say Pay she shares a number of stories from people who have successfully used metaphors to effectively convey a concept. In this podcast Anne explains how metaphors can help get you noticed in this ever increasingly Listen | Listen in your iPhone | Download | View full cache | Visit Website Bust Your Slump Paul McCord just released a book Bust Your Slump. He shares some of the content from the book. Paul believe sales slumps happen because of several factors, it is not the lack of activity alone. Negative expectations can often be a major variable that can keep you in a rut. Listen | Listen in your iPhone | Download | View full cache | Visit Website The Big Q Nancy Bleeke works with sales people on sales fundamentals and she appreciates how critically important questions are to your success. This podcast looks at common mistakes we fall trap to, then goes on to discuss best practices when developing the skill of asking quality questions. She talks about the strategy Listen | Listen in your iPhone | Download | View full cache | Visit Website Best Sales Practices that Work – Kelley Robertson Kelley Robertson authored an article “17 Best Practices of Top Performing Sales People”, in this podcast he looks at his favorite top five practices. He shares his thoughts on why more sales reps don’t emulate top producers and details some scary stats on the lack of sales training in companies. Listen | Listen in your iPhone | Download | View full cache | Visit Website Chief Revenue Officer Focus Pressure is on Chief Revenue Officers to increase the numbers. Carl Moe explains “revenue as a system” that looks at the revenue model from a holistic perspective. He uses an interesting metaphor of the northern Minnesota family lake cabin to describe how many companies growth has resulted in evolutionary Listen | Listen in your iPhone | Download | View full cache | Visit Website Sales Manager Myths Dave Kahle has specialized in sales management. He’s seen some of the best out there and he’s also seen those who have never had any personal development. In this podcast he discusses a number of sales manager myths. As you listen you might see yourself as he describes different Listen | Listen in your iPhone | Download | View full cache | Visit Website Social Networking in Sales Jeremy Miller says there is place for social networking in sales. He describes three levels a sales person can employ to leverage social networking. Hear how one of the key benefits to sales people takes little effort. Understand why he calls it “networking on steroids” and then learn how you Listen | Listen in your iPhone | Download | View full cache | Visit Website Playing the Sales Game Bill Sayers is passionate about the great game of sales, in this podcast we learn more about playing the game. Bill begins by explaining what you need to know to play the game, in other words, what the rules are. He goes on to explains how you win the game. Listen | Listen in your iPhone | Download | View full cache | Visit Website Tips for Sales Mangers Colleen Stanley specializes in sales and sales management training. We dropped in on her to hear some best practices that sales leaders can use to improve their performance and the performance of their sales team. The tips she shares may not be revolutionary but put together then can make a Listen | Listen in your iPhone | Download | View full cache | Visit Website The Future of Sales Sharon Drew Morgen is a sales expert who has written 8 sales books and over 1,000 articles on sales. In this podcast she talks about the future of sales and introduces some revolutionary thoughts around sales process that looks at sales from a more holistic approach. Her hypothesis is sales people need a new model [...] Listen | Listen in your iPhone | Download | View full cache | Visit Website Leveraging Sales Coaches Steven Rosen is an expert in leveraging sales coaching. He advocates for the front line sales manager. One of the key differentiators between top sales managers and their ‘average’ counterparts is their ability to effectively coach and develop their people. He comments that the majority of companies do far too little to hone the skills [...] Listen | Listen in your iPhone | Download | View full cache | Visit Website Networking to Leverage the New Economy Michael J. Hughes suggests getting out and networking is more important now than ever before. He makes sense when he says people’s “trust has been shattered” and one way to counter this is with face to face contact. He promotes the idea the “lost art of social contact” is a critical element for success in [...] Listen | Listen in your iPhone | Download | View full cache | Visit Website More than Just Goals for 2010 Tibor Shanto is a sales process guy. His company is all about helping sales people fill their pipeline and he’s passionate about understanding why and how people succeed. Hitting the New Year is a lot more than resolutions and goal setting says Tibor. More importantly it is about having a road map to get to [...] Listen | Listen in your iPhone | Download | View full cache | Visit Website Relationships in Every Season Colleen Francis talks about the importance of building relationships as a critical component of sales success. She explains the opportunities of working with existing clients as opposed to targeting new prospects. Colleen shares ideas on how to break the traditional rules and deploy unconventional thinking as a way to differentiate yourself with your customers. [...] Listen | Listen in your iPhone | Download | View full cache | Visit Website Chief Revenue Officer Carl Moe focuses on revenue – your revenue. If you wake up at night worried about revenue for your organization this is a podcast you want to listen to. Perhaps you don’t go by the handle Chief Revenue Officer but you have accountability in the capacity of CEO, CFO or CMO. In this podcast you [...] Listen | Listen in your iPhone | Download | View full cache | Visit Website Networking for Keeps Mike Mack tackles the practical aspects of networking for keeps. An opponent of handing out cards “like a blackjack dealer” he provides some real life tips on effective networking and building long term relationships. He touches on some things not to do and also share his opinion on how to best use LinkedIn to grow [...] Listen | Listen in your iPhone | Download | View full cache | Visit Website Self Motivation in Sales Jonathan Farrington has been a student of motivation in sales for many years. In this podcast he suggests motivation is fundamental to everything we do. He shares a formula for success and explains in broadest terms, the two types of sales people out there. He runs through a list of eight items which are contributors [...] Listen | Listen in your iPhone | Download | View full cache | Visit Website Power Prospecting Kendra Lee bills herself as a “prospect attraction expert” and has the experience and sales track record to back it up. She shares her thoughts on power prospecting and says there are two fundamental components you need to stand out. One is the mix of approaches you use to catch peoples attention, and how you [...] Listen | Listen in your iPhone | Download | View full cache | Visit Website Sales Meeting Best Practices Alice Kemper and Nancy Bleeke share best practices on sales meetings. They know sales managers and sales people have a lot on their plates these days and it is more important than ever to ensure sales teams are productive, energized and at the top of their game. The STICK acronym by itself is well worth [...] Listen | Listen in your iPhone | Download | View full cache | Visit Website Selling and Buying Explained Sharon Drew Morgen challenges conventional sales thinking and broadens the selling view to consider a more holistic environment she terms buying facilitation. She contends buyers have many “off-line” decisions they must address which are outside of the initial problem or solution approach many sales people practice today. Sellers need to understand they have to do [...] Listen | Listen in your iPhone | Download | View full cache | Visit Website Referral Selling Joanne Black is a sales veteran who specialized in the art (or is it science) of prospecting. Clearly she is an advocate of referral selling, listen to this podcast and you’ll understand why. You will also discover why she has no problem getting past the infamous gatekeeper. Joanne Black is the author of [...] Listen | Listen in your iPhone | Download | View full cache | Visit Website Thrive in the New Economy Colleen Francis explains the “new economy” and what you can do to thrive in tougher times. She gives examples of industry sectors that are booming, and then provides specific ideas you can embrace to thrive in the new economy. Colleen frankly states you have to stop blaming the economy and starting taking ownership of your [...] Listen | Listen in your iPhone | Download | View full cache | Visit Website Sales Excellence in Turbulent Times How do you achieve sales excellence in turbulent times? David Johnston discusses sales performance management and the challenges faced globally in improving sales productivity. Keeping top performers is one area of critical concerns David talks about and he identifies what progressive companies are doing to respond. He looks at what and how companies should be [...] Listen | Listen in your iPhone | Download | View full cache | Visit Website Selling to the C-Suite Adrian Davis shares his thoughts on the difference between selling to front line managers and selling to those in the c-suites. He explains what the CEO is looking for, who they are interested in meeting with and why. Adrian shares tips on how to get the appointment, what to say and what traps to [...] Listen | Listen in your iPhone | Download | View full cache | Visit Website Hiring Sales Talent Mike Brooks has interviewed thousands of sales reps over the phone. He has distilled these conversations down to the key elements needed to consistently identify who will be a top producer and who won’t be. Mike shares three “secrets” to unlock the puzzle of effective recruitment and selection. Mike Brooks has over 25 years of inside [...] Listen | Listen in your iPhone | Download | View full cache | Visit Website Pareto Rules Sales Activity Kelley Robertson suggests activity levels are really important regardless of the state of the economy. He discusses the challenges faced by sales people who are now managing larger territories, heavier account loads, all while resources are shrinking. Kelley identifies three categories of customers and then tells which ones you should focus on, why some should receive [...] Listen | Listen in your iPhone | Download | View full cache | Visit Website Beyond Uncovering Needs Tom Freese took a number of the sales programs when he first got into sales but was frustrated as he found they didn’t tell him “how to sell”. After seven years of doubling sales quota Tom decided to write the first of five books that describes a methodology he says has no beginning and no [...] Listen | Listen in your iPhone | Download | View full cache | Visit Website Should Sales People Tweet? Social networking has become part of our lives and more recently Twitter has vaulted to the top of the list of what’s hot in technology today. Twitter is in the news; in fact many TV and radio personalities are using Twitter to connect with their audience. Does micro-blogging have a place in sales? Scott [...] Listen | Listen in your iPhone | Download | View full cache | Visit Website Professional Development Paul McCord talks about professional development and how important it is in this current economic environment. He shares ideas on what you can do to enhance your professional skills and competencies. He lists a number of sales resource sites and provided tips on how to track down expert resources in very specific niches. He goes [...] Listen | Listen in your iPhone | Download | View full cache | Visit Website What Not To Do Everyone is telling you what to do these days. Jim takes a different approach and tells you what you should NOT be doing to succeed in sales. He suggests knowing what not do can be even more important in some cases than knowing what to do. Jim details a number of practices you should [...] Listen | Listen in your iPhone | Download | View full cache | Visit Website Is Trust in Sales an Oxymoron Charles Green is an expert on trust. When asked if trust in sales is an oxymoron you may not like his answer! He boldly expresses why sales has the reputation it does in a way that you may not have appreciated before. If you sell intangible services or are involved in complex sales you shouldn’t [...] Listen | Listen in your iPhone | Download | View full cache | Visit Website Trade Show Survival Tips Barry Siskind discusses trade shows survival tips you might consider in this tough economy. Find out how you can scale down without impacting your image. If you find it difficult to measure R.O.I. then you should be tracking R.O.O. (yes he explains what that is). He offers get advice on balancing the strategic [...] Listen | Listen in your iPhone | Download | View full cache | Visit Website The Price Question The “price question” a.k.a. “price objection” can come up anytime and has always been an issue, but perhaps more so during the current challenging economy. Are you aware salespeople can actually create this objection unwittingly? Art Sobczak shares practical advice on how to avoid the price question, avoid negotiating on price and what you [...] Listen | Listen in your iPhone | Download | View full cache | Visit Website Intelligent Motivation Jim Cathcart explains how you too can excel at anything you choose. He addresses the polarity of optimism and pessimism in today’s new environment. Jim suggests in every situation there is a way to make it better. He discusses the upside of subscribing to intelligent motivation. He says it’s all about getting outcomes [...] Listen | Listen in your iPhone | Download | View full cache | Visit Website Traps to Avoid When You Speak Patricia Fripp is on leading expert on communications. She helps sales professionals improve how they speak. In this podcast you will hear the biggest communications mistake sales people and how you can avoid it. You will discover the one word even Barack Obama uses that can kill your sales opportunity. You will hear tips on [...] Listen | Listen in your iPhone | Download | View full cache | Visit Website The Art of Effective Follow-up Tim Wackel is big believer that you have to follow-up or you will fail. Once you hear the statistics he presents you will be compelled to listen to the full podcast. He suggests the “why” you need to follow-up is more the science; the “how” of follow-up is more the art. Tim who goes on [...] Listen | Listen in your iPhone | Download | View full cache | Visit Website Empowering Sales Mindsets Bill Sayers is a huge proponent of sales professionalism. He discusses how the “sales game” has changed over the past fifteen years and what you need to know to be successful today. One of the areas he discusses is the importance of empowering your sales mindset and uses his Aunt Mildred as example. Listen to [...] Listen | Listen in your iPhone | Download | View full cache | Visit Website Controlling Time Controlling time is a challenge and an opportunity. Harlan Goerger takes us back to basics with his five keys to controlling time. His examples will ring true for many, his suggestions will give you pause for thought on ways you can take control of your day and your life. If you have not “swallowed a [...] Listen | Listen in your iPhone | Download | View full cache | Visit Website Branding Yourself Online Are you participating in the digital age? If you are considering purchasing something or doing business with an individual or company today, chances are you are typing their name into Google. Jeremy Miller suggests if you don’t have your own website you are missing an important opportunity to brand yourself online. Hear his thoughts on [...] Listen | Listen in your iPhone | Download | View full cache | Visit Website Upside to Recession Selling Recession selling can have an upside to your career so says Jonathan London. He details four key elements you need to be doing in a recession that will benefit you even more when selling in good times. You might want to take out a pen and paper to capture his insights as he drills [...] Listen | Listen in your iPhone | Download | View full cache | Visit Website The Question is Key Dave Kahle is the author of Question Your Way to Sales Success and is passionate about the power of questions. He believes the single most powerful tool in a salesperson’s tool box today is the question. “It is the key that unlocks all kinds of benefits to the salesperson.” Dave details some of the science [...] Listen | Listen in your iPhone | Download | View full cache | Visit Website Selling to Zebras Jeff Koser defines a zebra as a perfect prospect. In this podcast he explains his process of quantifying a prospect against seven quick questions to determine if you should pursue the prospect or not. Jeff suggests when you look at a zebra you know exactly what you are looking at … the same applies to [...] Listen | Listen in your iPhone | Download | View full cache | Visit Website Building Loyalty … and Commissions! Listen | Listen in your iPhone | Download | View full cache | Visit Website Quantify – Don’t Qualify Tibor Shanto suggests you move away from being “seller centered” and use techniques to engage the buyer in a more meaningful way. He advocates a quantitative approach that ultimately helps create a sense of urgency. Tibor wants you to think about what the impact is for the client, and then extend that to what the [...] Listen | Listen in your iPhone | Download | View full cache | Visit Website Engaging Presentations Anne Miller shares some very practical advice on how to make engaging presentations. Using Barack Obama and Steve Johns as examples, she explains how you can improve your presentations skills. Using a model she calls the Presentation Engagement Power (PEP) score which measures four elements critical to effective presentations. Listen and learn how to analyse [...] Listen | Listen in your iPhone | Download | View full cache | Visit Website Double Your Sales in 2009 Craig Klein spent 10 years selling multi-million dollar, multi-year contracts to energy companies such as ExxonMobil, Shell and Chevron. Trained as an engineer, he combined his sales expertise and entrepreneurial spirit to form his own company. Craig is the author of an eBook entitled “Double Your Sales in 2009.” A bold statement to be [...] Listen | Listen in your iPhone | Download | View full cache | Visit Website Sales Mojo Do you have sale mojo? Are you born with it or can you develop it? Sales guru Keith Rosen explains what makes up your sales mojo, who you are and how you come across to others. Keith describes in detail how confidence, attitude, mindset, relationship with fear, and ability to be engaged in the moment, [...] Listen | Listen in your iPhone | Download | View full cache | Visit Website Full Contact Leadership optical communicationWally Adamchik was an officer in the U.S. Marines for ten years before moving on to corporate America and eventually starting his own business specializing in leadership development. Wally tells us leaders can be found at all levels in an organization, he suggests the finer point of leadership include integrity, technical competence and setting [...] Listen | Listen in your iPhone | Download | View full cache | Visit Website Help Your Prospect Buy Sharon Drew Morgen was one of the pioneers in looking at sales from the buyer’s decision making process. She suggests understanding the buyers purchasing criteria is as important if not more important that matching features and benefits. This thought provoking podcast includes a great quote from Sharon Drew, “The time it takes the buyers to [...] Listen | Listen in your iPhone | Download | View full cache | Visit Website Selling to the Bottom Line Listen | Listen in your iPhone | Download | View full cache | Visit Website Closing Can Kill Sales Salesopedia celebrates our 100th podcast with Jill Konrath who was also our 1st podcast guest on February 18, 2007. Jill Konrath is a sales expert and author of “Selling to Big Companies”. She is also the founder of Sales Shebang, a frequent speaker at national sales meetings and association events, a B2B consultant, and trainer. [...] Listen | Listen in your iPhone | Download | View full cache | Visit Website Marketing Meet Sales Maureen Blandford bumps up against corporate marketers as she advocates for sales teams everywhere. She discusses challenges faced by many sales teams that feel they are not getting the marketing support to be effective on the ground. She declares corporate America needs to stop whittling away at training budgets and shift some marketing dollars in [...] Listen | Listen in your iPhone | Download | View full cache | Visit Website Recession Proof Your Sales Nancy Bleeke is face-to-face with companies and individuals daily who are out there pushing back against the recession. With her focus on helping her clients drive revenue improvements anywhere between 5 – 25% I wanted to understand what she is advocating. This podcasts looks at a number of practical tips that you can put [...] Listen | Listen in your iPhone | Download | View full cache | Visit Website How to Win Clients in a Down Economy Mike Schultz is the Publisher of RainToday.com which is the premiere online source for insight, advice and tools for business rainmakers, marketers, and leaders. It seems everyone today is talking about the economy, but Mike and his associate, John Doerr do more than just talk. They recently released their research on “How Clients Buy.” Their [...] Listen | Listen in your iPhone | Download | View full cache | Visit Website Three Critical Words for Sales Success Paul McCord gets results. As an author, consultant and coach he doesn’t make money unless he creates value. This is true for anyone in the sales profession. Every day you are challenged to direct your energies on activities that drive your income. In this podcast Paul distils down to three key words critical to sales [...] Listen | Listen in your iPhone | Download | View full cache | Visit Website Inside Sales Hotlist 2009 - Josiane Feigon Josiane Feigon lives inside sales and has puts a magnifying glass to what’s happening in the sales industry. For the past five years she has started the year by listing trends she identifies as “What’s In” and “What’s Out.” In this interview she addresses a number of the trends of interest to you if [...] Listen | Listen in your iPhone | Download | View full cache | Visit Website Goals for 2009 – Kendra Lee Kendra Lee has stood on the top rung of the sales ladder; she has managed sales teams and has established a successful business that keeps her very busy today. She credits a big part of her success to establishing goals, but doing so in a way that makes sense for those in sales. She describes [...] Listen | Listen in your iPhone | Download | View full cache | Visit Website Trade Show Outlook 2009 - Barry Siskind Barry Siskind starts with an update on the tradeshow market and describes the cyclical nature of the various industry sectors. No surprise he is bullish on trade shows going into 2009, perhaps not for the reasons you might suspect. Hear why he believes smaller local shows provide a great opportunity for companies and independent producers. [...] Listen | Listen in your iPhone | Download | View full cache | Visit Website Presidential Marketing - Jeremy Miller Can the recent Obama Presidential marketing campaign provide insight into how sales organizations should modify their marketing strategy and tactics? The internet has created a new level of authenticity never seen before, are you using this to your advantage in communicating your message? Jeremy Miller provides an informative deep analysis that is sales specific. A [...] Listen | Listen in your iPhone | Download | View full cache | Visit Website Tell Me More � Jill Konrath How do you get your foot in the door, and what do you do when you�re inside? This week Jill Konrath helps you avoid one of the biggest traps sales people can find themselves in. Picture this, you�ve got the appointment, or have finally reached a prospect on the phone you have been after for [...] Listen | Listen in your iPhone | Download | View full cache | Visit Website Surviving the Office Party� Shannon Smith It is that time of season and with it brings the proverbial office party. Image expert Shannon Smith provides a survival guide of what not to do and what to do if you want to create the right impression at the company shindig. Do remember to have fun, and if you are drinking � don�t [...] Listen | Listen in your iPhone | Download | View full cache | Visit Website The Fear Factor � Kelley Robertson What are you afraid of? Kelley Robertson addresses the �Fear Factor� that occurs in sales. In some cases the fear can be debilitating to the point it can prevent people from reaching their targets or worse. This could be fear of rejection or any other sales phobia. Kelley shares three suggestions on [...] Listen | Listen in your iPhone | Download | View full cache | Visit Website The Brochure Can Not Replace You - Keith Rosen Keith Rosen addresses when it makes sense to provide marketing collateral to a prospect and when (and why) it can kill your sales opportunity. He suggests timing is everything and provides three situations where the use of marketing material can hurt the sale. He also tells you when it is ok, in fact desirable [...] Listen | Listen in your iPhone | Download | View full cache | Visit Website Inquisitive or Interrogator? - Colleen Francis Colleen Francis provides a straight forward perspective on how to ask questions without sounding like an interrogator. Find out how your style can have a big impact on the information you receive. Colleen makes an interesting observation there is plenty of focus on questioning skills but very little training on how to listen. There are [...] Listen | Listen in your iPhone | Download | View full cache | Visit Website Does Looking Good Matter? - Bill Sayers Does how you look impact your sales success? Are your personality traits hard coded in your DNA? If so, what does that mean to who you are today? Bill Sayers gives some insights in to how to present your self to be successful in the sales game. What attitude are you dressing with in the [...] Listen | Listen in your iPhone | Download | View full cache | Visit Website Six Degrees of Separation - Dr. Ivan Misner Dr. Ivan Misner debunks the urban legend that we are connected by six degrees of separation. He covers many of the concepts from his new book �The 29% Solution� in this eleven minute podcast. You�ll discover the upside of the research and how you can use this information to increase your sales results. Learn [...] Listen | Listen in your iPhone | Download | View full cache | Visit Website The Salesopedia Story Co-creators of Salesopedia, Clayton Shold and Dave Maynard talk about the genesis and evolution of the website. They have fun interviewing each other, asking about the greatest challenge and the biggest success, before sharing some ideas on future developments for the site. They recognize and acknowledge some of the �bests� over the past twenty-two months. [...] Listen | Listen in your iPhone | Download | View full cache | Visit Website 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 | View full cache | Visit Website Referral Selling - Joanne Black Find out why Joanne Black says referral selling it the ONLY way to sell. Hear the advantages of identifying and attracting ‘ideal clients’ and why you should ‘fire’ others.Understand the three steps needed to develop an effective ‘road map’ for referral selling within your business regardless of size. Finally, Joanne shares one tip that [...] Listen | Listen in your iPhone | Download | View full cache | Visit Website Referral Selling - Joanne Black Find out why Joanne Black says referral selling it the ONLY way to sell. Hear the advantages of identifying and attracting ‘ideal clients’ and why you should ‘fire’ others.Understand the three steps needed to develop an effective ‘road map’ for referral selling within your business regardless of size. Finally, Joanne shares one tip that [...] Listen | Listen in your iPhone | Download | View full cache | Visit Website Heavy Hitter Sales Wisdom - Steve Martin Steve Martin explains the similarities of the professions of selling and soldiering. You will hear which strategy the Greeks used in 216 BC to conquer Troy and how this strategy can help you win over customers. Find out who he thinks were the three greatest military leaders in history, and what these three had in common [...] Listen | Listen in your iPhone | Download | View full cache | Visit Website Heavy Hitter Sales Wisdom - Steve Martin Steve Martin explains the similarities of the professions of selling and soldiering. You will hear which strategy the Greeks used in 216 BC to conquer Troy and how this strategy can help you win over customers. Find out who he thinks were the three greatest military leaders in history, and what these three had in common [...] Listen | Listen in your iPhone | Download | View full cache | Visit Website Body Language Expert - John Boe Learn to listen with your eyes! 70% of communication is non-verbal. Are you missing critical messages from your prospect? Perhaps even more important, are you aware of which messages you are sending that may be negatively impacting your sales success. John Boe provides valuable insight into what to watch from both a receiver and sender’s [...] Listen | Listen in your iPhone | Download | View full cache | Visit Website Body Language Expert - John Boe Learn to listen with your eyes! 70% of communication is non-verbal. Are you missing critical messages from your prospect? Perhaps even more important, are you aware of which messages you are sending that may be negatively impacting your sales success. John Boe provides valuable insight into what to watch from both a receiver and sender’s [...] Listen | Listen in your iPhone | Download | View full cache | Visit Website Top Ten Sales Articles - Jonathan Farrington Jonathan Farrington announces his newest venture, Top 10 Sales Articles, which is launching April 15th. I caught up with Jonathan when he was doing some business in England and wanted to get more background on why he began writing articles and how this Top 10 Sales Articles project came to be. He explains how it [...] Listen | Listen in your iPhone | Download | View full cache | Visit Website Top Ten Sales Articles - Jonathan Farrington Jonathan Farrington announces his newest venture, Top 10 Sales Articles, which is launching April 15th. I caught up with Jonathan when he was doing some business in England and wanted to get more background on why he began writing articles and how this Top 10 Sales Articles project came to be. He explains how it [...] Listen | Listen in your iPhone | Download | View full cache | Visit Website Creativity and Selling - Lori Richardson Lori shares her thoughts on how and why you might wish to introduce creativity into your sales process. She suggests it doesn’t matter if you are selling commodity products or tackling complex sales, a little creativity can go a long way to building success. At an early age Lori Richardson of Score More Sales immersed [...] Listen | Listen in your iPhone | Download | View full cache | Visit Website Creativity and Selling - Lori Richardson Lori shares her thoughts on how and why you might wish to introduce creativity into your sales process. She suggests it doesn’t matter if you are selling commodity products or tackling complex sales, a little creativity can go a long way to building success. At an early age Lori Richardson of Score More Sales immersed [...] Listen | Listen in your iPhone | Download | View full cache | Visit Website The Pro in Sales Professional Charles Durfee explains the three pros that differentiate sales professionals from sales people. Using the example of selling western boots, Charles walks us through the sales process, specifically how their unique boot fitting process made their store the most successful outside the factory outlet in El Paso. The amazing part is, their store was in [...] Listen | Listen in your iPhone | Download | View full cache | Visit Website The Pro in Sales Professional Charles Durfee explains the three pros that differentiate sales professionals from sales people. Using the example of selling western boots, Charles walks us through the sales process, specifically how their unique boot fitting process made their store the most successful outside the factory outletin El Paso. The amazing part is, their store was in [...] Listen | Listen in your iPhone | Download | View full cache | Visit Website French conspiracy keeps Salesopedia off the air? On Sunday I was set to guest on blog talk radio, with host Jonathan Farrington in Paris France. His topic: Salesopedia.com. We had coordinated time zone differences, confirmed and tested phone connections, we were good to go, however… I dialed in at the appointed time, was acknowledged and put on hold. While I waited, I could [...] Listen | Listen in your iPhone | Download | View full cache | Visit Website French conspiracy keeps Salesopedia off the air? On Sunday I was set to guest on blog talk radio, with host Jonathan Farrington in Paris France. His topic: Salesopedia.com. We had coordinated time zone differences, confirmed and tested phone connections, we were good to go, however… I dialed in at the appointed time, was acknowledged and put on hold. While I waited, I could [...] Listen | Listen in your iPhone | Download | View full cache | Visit Website Joanne Black: No More Cold Calling America’s leading authority on referral selling, Joanne Black believes that no one should ever have to make a cold call. She is the author of “No More Cold Calling: The Breakthrough System That Will Leave Your Competition in the Dust” from Warner Business Books. I probe into the “why” referral selling is so powerful and effective. [...] Listen | Listen in your iPhone | Download | View full cache | Visit Website Joanne Black: No More Cold Calling America’s leading authority on referral selling, Joanne Black believes that no one should ever have to make a cold call. She is the author of “No More Cold Calling: The Breakthrough System That Will Leave Your Competition in the Dust” from Warner Business Books. I probe into the “why” referral selling is so powerful and effective. [...] Listen | Listen in your iPhone | Download | View full cache | Visit Website John Boe - Selling Face-to-Face John Boe is a nationally recognized sales trainer, temperament profiler, body language expert, and co-author with Dr. John Gray and Steven Covey of “Mission Possible!” I question John on how sales people can be more effective by fine tuning their “people skills”. We discuss temperament styles and John shares practical tips on how to read and [...] Listen | Listen in your iPhone | Download | View full cache | Visit Website John Boe - Selling Face-to-Face John Boe is a nationally recognized sales trainer, temperament profiler, body language expert, and co-author with Dr. John Gray and Steven Covey of “Mission Possible!” I question John on how sales people can be more effective by fine tuning their “people skills”. We discuss temperament styles and John shares practical tips on how to read and [...] Listen | Listen in your iPhone | Download | View full cache | Visit Website Vince Poscente on the�Age of Speed� As a former Olympian speed skier, Vince Poscente is no stranger to living life at break neck speeds. Imagine putting on skis and going downhill at 135 mph (217 kmph). Most people have never driven that fast. Now this renowned speaker, author and strategist shows us how the fast pace of life can be a tool [...] Listen | Listen in your iPhone | Download | View full cache | Visit Website Vince Poscente on the�Age of Speed� As a former Olympian speed skier, Vince Poscente is no stranger to living life at break neck speeds. Imagine putting on skis and going downhill at 135 mph (217 kmph). Most people have never driven that fast. Now this renowned speaker, author and strategist shows us how the fast pace of life can be a tool [...] Listen | Listen in your iPhone | Download | View full cache | Visit Website Jill Konrath: Selling to BIG Companies I’m excited to introduce a new feature from Salesopedia Media - drum roll please … podcasts! You’ll find a new one every Monday, so don’t be a stranger. Our premier pod is a conversation with best selling author Jill Konrath on the challenges of selling to big companies. Jill understands the challenges faced by sales professionals [...] Listen | Listen in your iPhone | Download | View full cache | Visit Website Jill Konrath: Selling to BIG Companies I’m excited to introduce a new feature from Salesopedia Media - drum roll please … podcasts! You’ll find a new one every Monday, so don’t be a stranger. Our premier pod is a conversation with best selling author Jill Konrath on the challenges of selling to big companies. Jill understands the challenges faced by sales professionals [...] Listen | Listen in your iPhone | Download | View full cache | Visit Website