SalesRepRadio

"Think Like A Buyer" by Jerry Acuff

inquiry@audionewsletter.com (The MarComm Store) — Sun, 01 Nov 2009 07:20:15 PST

"The interesting thing is what we teach sales people is selling. It's very 'me' focused, very product focused. Even though we say we're customer focused, customers don't think that way. When you think like a buyer, you're focused on helping the customer solve their problems, issues and challenges. The dialogue is different and very often the results are different."

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SalesRepRadio is produced by The MarComm Store, leaders in the development of sales training reinforcement programs, custom corporate podcasts, learning incentive programs, robust web design and more. For more information, visit http://www.marcommstore.com/.

"Conquer The Fear Of Selling" by Alice Wheaton

inquiry@audionewsletter.com (The MarComm Store) — Sun, 25 Oct 2009 03:10:53 PDT

"Confidence is something, that if you pursue, you will never be successful. Instead, let's pursue competence. Because with competence, you end up having a great big vast vat of hoarded resources inside you."

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SalesRepRadio is produced by The MarComm Store, leaders in the development of sales training reinforcement programs, custom corporate podcasts, learning incentive programs, robust web design and more. For more information, visit http://www.marcommstore.com/.

"Success Through Curiosity and Credibility" by Tom Freese

inquiry@audionewsletter.com (The MarComm Store) — Sun, 18 Oct 2009 04:12:08 PDT

"If you zoom the camera lens out and you look at human interaction, you'll find that when people interact productively, they interact in a question-based way. If you look in the rear-view mirror at your sales relationships that have gone well, they too are question-based."

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SalesRepRadio is produced by The MarComm Store, leaders in the development of sales training reinforcement programs, custom corporate podcasts, learning incentive programs, robust web design and more. For more information, visit http://www.marcommstore.com/.

"Networking From Within" by Kendra Lee

inquiry@audionewsletter.com (The MarComm Store) — Sun, 11 Oct 2009 03:59:35 PDT

"As you look at your customers that you've already sold to, there's a whole group of people who are out there supporting you and the solution that you've sold to them that can be leveraged as a network on your behalf in that organization."

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SalesRepRadio is produced by The MarComm Store, leaders in the development of sales training reinforcement programs, custom corporate podcasts, learning incentive programs, robust web design and more. For more information, visit http://www.marcommstore.com/.

"Six Things We Must Know" by Hal Becker

inquiry@audionewsletter.com (The MarComm Store) — Sun, 04 Oct 2009 03:39:20 PDT

"Most salespeople -and I'm going to give you a Cleveland, Ohio term - suck. The reason being, they don't practice their craft. They don't look at it as a profession. Most salespeople never take a course, especially with their own money. They never read a book cover-to-cover. So there are six basic ingredients that make the best of the best."

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SalesRepRadio is produced by The MarComm Store, leaders in the development of sales training reinforcement programs, custom corporate podcasts, learning incentive programs, robust web design and more. For more information, visit http://www.marcommstore.com/.

"Networking On Steroids" by Joe Guertin

inquiry@audionewsletter.com (The MarComm Store) — Mon, 28 Sep 2009 02:44:15 PDT

"The Alliance, or 'networking on steroids' is where I will develop a networking group, but it won't be something I do in my spare time. It will be something that I work to really cultivate, just as I would cultivate an account list."

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SalesRepRadio is produced by The MarComm Store, leaders in the development of sales training reinforcement programs, custom corporate podcasts, learning incentive programs, robust web design and more. For more information, visit http://www.marcommstore.com/.

"Success Using CRM" by Walter Rogers

inquiry@audionewsletter.com (The MarComm Store) — Sun, 20 Sep 2009 05:56:29 PDT

"The thing to really think about when you look at a CRM is what it can do for you, not what it can do against you. If you take a completely different view at CRM and view it as an enablement product instead of as a “Big Brother” system, all the sudden your mind will open up and you’ll start to see ways you can streamline your workflow."

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"Selling to the C-Suite" by Steve Bistritz & Nic Read

inquiry@audionewsletter.com (The MarComm Store) — Sun, 13 Sep 2009 11:38:18 PDT

"There are lots of ways to gain access - you can contact the executive directly, you can use a sponsor within the executive's organization, you can use a business associate to help you get to the executive or you can treat the gatekeeper as a resource. The executives gave us some interesting insight of how to get to them."

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SalesRepRadio is produced by The MarComm Store, leaders in the development of sales training reinforcement programs, custom corporate podcasts, learning incentive programs, robust web design and more. For more information, visit http://www.marcommstore.com/.

"Differentiate and Connect" by Tony Martin

inquiry@audionewsletter.com (The MarComm Store) — Sun, 06 Sep 2009 03:21:39 PDT

"It's an incredibly competitive marketplace today, and it's only getting more competitive. The margin of victory is increasingly small and most sales people lack a sales process that matches the natural buying process that nearly all buyers follow."

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SalesRepRadio is produced by The MarComm Store, leaders in the development of sales training reinforcement programs, custom corporate podcasts, learning incentive programs, robust web design and more. For more information, visit http://www.marcommstore.com/.

"Outcome Focused Selling" by Anne Warfield

inquiry@audionewsletter.com (The MarComm Store) — Sun, 30 Aug 2009 14:31:41 PDT

"When a salesperson is transaction focused, they tend to talk to their clients about who their company is, what they can do and how it can work for the customer. The problem is that's not the way your customer thinks."

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SalesRepRadio is produced by The MarComm Store, leaders in the development of sales training reinforcement programs, custom corporate podcasts, learning incentive programs, robust web design and more. For more information, visit http://www.marcommstore.com/.

"Getting Past The Palace Guard" by Wendy Weiss

inquiry@audionewsletter.com (The MarComm Store) — Sun, 23 Aug 2009 05:51:10 PDT

"You've got something that's incredible. You've got a great product or a great service. You've targeted your market and you know you have something of real value to bring, and you can't get the prospect on the phone. It happens over and over again to so many sales reps."

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SalesRepRadio is produced by The MarComm Store, leaders in the development of sales training reinforcement programs, custom corporate podcasts, learning incentive programs, robust web design and more. For more information, visit http://www.marcommstore.com/.

"Business Proposals That Close" by Tom Sant

inquiry@audionewsletter.com (The MarComm Store) — Sun, 09 Aug 2009 04:17:11 PDT

"It's an odd thing that in our era when process-oriented methods of selling have become so dominant where they focus on a step-by-step method - what they fail to do is account for the fact that at the end, you probably have to develop and deliver a compelling proposal. They get us right up to the threshold of the deal and they've got our hand on the knob, but then we don't know how to turn it."

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SalesRepRadio is produced by The MarComm Store, leaders in the development of sales training reinforcement programs, custom corporate podcasts, learning incentive programs, robust web design and more. For more information, visit http://www.marcommstore.com/.

"Sharpening Your Inside Sales Skills" by Josiane Feigon

inquiry@audionewsletter.com (The MarComm Store) — Sun, 02 Aug 2009 04:02:28 PDT

"What's your opening? How do you come in? Especially when you're on the phone, you have less than fifteen seconds to make an impact, and today we're looking at a lot of new ways to make your introduction. You don't have much time when you're dealing with a very distracted and busy decision maker."

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SalesRepRadio is produced by The MarComm Store, leaders in the development of sales training reinforcement programs, custom corporate podcasts, learning incentive programs, robust web design and more. For more information, visit http://www.marcommstore.com/.

"Negotiating with Big Companies" by Jeanette Nyden

inquiry@audionewsletter.com (The MarComm Store) — Sun, 26 Jul 2009 04:03:22 PDT

"It can feel as if the big companies are holding all the cards and are dictating what the negotiations will look like. You feel like you're accepting terms and conditions or price points that are not as favorable as you'd like them to be. There are some things you can do to address those concerns."

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SalesRepRadio is produced by The MarComm Store, leaders in the development of sales training reinforcement programs, custom corporate podcasts, learning incentive programs, robust web design and more. For more information, visit http://www.marcommstore.com/.

"Becoming a Sales Magnet" by Will Turner

inquiry@audionewsletter.com (The MarComm Store) — Sun, 19 Jul 2009 05:45:47 PDT

"The idea is to find a bull's eye market and penetrate that market. Become not only a specialist there, but really become the expert in what you provide and what you can do. Those people know other people like them and if you do a good job, they're going to refer you to others. In essence, you're doing a lot less work because you've got a lot more people helping you build your business."

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SalesRepRadio is produced by The MarComm Store, leaders in the development of sales training reinforcement programs, custom corporate podcasts, learning incentive programs, robust web design and more. For more information, visit http://www.marcommstore.com/.

"Presentation Do's and Don'ts" by Colleen Francis

inquiry@audionewsletter.com (The MarComm Store) — Sun, 12 Jul 2009 03:37:58 PDT

"Over the last year or so, I've really noticed that people are paying more attention to their presentation skills probably because they're finding that they can either make or break the sale and the relationship based on how well they do in the board room."

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SalesRepRadio is produced by The MarComm Store, leaders in the development of sales training reinforcement programs, custom corporate podcasts, learning incentive programs, robust web design and more. For more information, visit http://www.marcommstore.com/.

"Leveraging Your Way To Success" by Nancy Fox

inquiry@audionewsletter.com (The MarComm Store) — Sun, 05 Jul 2009 05:57:53 PDT

"We not utilizing all the resources, people, skills and talents we have. Every time we need to accomplish something we add it on - it becomes the Band-Aide method. Instead of adding on hours, how can we get more done in the same amount of time by leveraging what we already have?"

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SalesRepRadio is produced by The MarComm Store, leaders in the development of sales training reinforcement programs, custom corporate podcasts, learning incentive programs, robust web design and more. For more information, visit http://www.marcommstore.com/.

"Filling Your Pipeline" by Mac McIntosh

inquiry@audionewsletter.com (The MarComm Store) — Sun, 28 Jun 2009 03:49:16 PDT

"Sales people are constantly looking for new opportunities that they can turn into short-term business. Sales people often complain about the lack of leads but there are a lot of things they can do themselves to fill up their pipeline."

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SalesRepRadio is produced by The MarComm Store, leaders in the development of sales training reinforcement programs, custom corporate podcasts, learning incentive programs, robust web design and more. For more information, visit http://www.marcommstore.com/.

"Kicked-Up Presentations" by Larry Tracy

inquiry@audionewsletter.com (The MarComm Store) — Sun, 21 Jun 2009 03:33:05 PDT

"Jerry Seinfeld said that most people would rather be in the coffin than be required to deliver the eulogy. Public speaking is a well-founded fear, but it can be so easily overcome by having a rigorous, systematic way of preparing before you go into any presentation."

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SalesRepRadio is produced by The MarComm Store, leaders in the development of sales training reinforcement programs, custom corporate podcasts, learning incentive programs, robust web design and more. For more information, visit http://www.marcommstore.com/.

"Better Memory" by Roger Seip

inquiry@audionewsletter.com (The MarComm Store) — Sun, 14 Jun 2009 05:11:03 PDT

"When salespeople start thinking about how their memory impacts their success and their performance and their income, this whole concept of remembering somebody's name is hands-down the number one challenge people have."

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SalesRepRadio is produced by The MarComm Store, leaders in the development of sales training reinforcement programs, custom corporate podcasts, learning incentive programs, robust web design and more. For more information, visit http://www.marcommstore.com/.

"Sell Smart - Not Hard" by Jeffrey Gitomer

inquiry@audionewsletter.com (The MarComm Store) — Sun, 07 Jun 2009 07:10:56 PDT

"The salesperson, man or woman, who walks into the potential buyer's office and starts to puke all over them about how great they are and how wonderful their product is...they're going to lose, or they're going to fight the price because they haven't differentiated themselves in any way."

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SalesRepRadio is produced by The MarComm Store, leaders in the development of sales training reinforcement programs, custom corporate podcasts, learning incentive programs, robust web design and more. For more information, visit http://www.marcommstore.com/.

"Sharpen Your Phone Skills" by Brenda Follis

inquiry@audionewsletter.com (The MarComm Store) — Sun, 31 May 2009 05:45:21 PDT

"It's the old 'spray 'n pray' - you spray out your presentation and then pray that somebody's going to like something in that. Face-to-face you might be able to get away with that, but on the phone, we're definitely not able to get away with that because we only have a small period of time to talk to the customer."

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SalesRepRadio is produced by The MarComm Store, leaders in the development of sales training reinforcement programs, custom corporate podcasts, learning incentive programs, robust web design and more. For more information, visit http://www.marcommstore.com/.

"The Science of Persuasion" by Dave Lakhani

inquiry@audionewsletter.com (The MarComm Store) — Sun, 24 May 2009 04:17:33 PDT

"The first and the biggest area that allows salespeople to begin to deeply persuade is by telling stories. Using stories to sell is the most effective way that you can communicate with customers because it works on a subconscious level."

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SalesRepRadio is produced by The MarComm Store, leaders in the development of sales training reinforcement programs, custom corporate podcasts, learning incentive programs, robust web design and more. For more information, visit http://www.marcommstore.com/.

"Question Your Way To Success" by Steve Waterhouse

inquiry@audionewsletter.com (The MarComm Store) — Sun, 17 May 2009 05:57:15 PDT

"Questions are the essence of everything in life. Just think about it. When you want to learn something, you have to ask a question. The key to sales is not telling the client what you want them to hear. The key is to tell the client what they want to hear. But how could we possibly do that if we didn't ask questions?"

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SalesRepRadio is produced by The MarComm Store, leaders in the development of sales training reinforcement programs, custom corporate podcasts, learning incentive programs, robust web design and more. For more information, visit http://www.marcommstore.com/.

"Keep Your Customer Talking" by Hank Trisler

inquiry@audionewsletter.com (The MarComm Store) — Sun, 10 May 2009 03:41:54 PDT

"I will only lose when I am talking. Did you ever notice that a customer has never asked you to leave their office while they're talking? They don't walk out on you or hang up on you while they're talking. The only time the customers terminate the conversation is when you're talking. That's one of the keys, keep the other guys talking."

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SalesRepRadio is produced by The MarComm Store, leaders in the development of sales training reinforcement programs, custom corporate podcasts, learning incentive programs, robust web design and more. For more information, visit http://www.marcommstore.com/.