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 ProspectingKendra 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 PracticesAlice 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 ExplainedSharon 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 SellingJoanne 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 EconomyColleen 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 TimesHow 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-SuiteAdrian 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 TalentMike 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 ActivityKelley 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 NeedsTom 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 DevelopmentPaul 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 DoEveryone 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 OxymoronCharles 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 TipsBarry 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
Traps to Avoid When You SpeakPatricia 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
Intelligent MotivationJim 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
The Price QuestionThe “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
The Art of Effective Follow-upTim 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
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