The SalesRoundup Podcast http://salesroundup.com/blog A Sales Podcast for the Complex Sales Professional Mon, 06 Jul 2009 09:29:02 +0000 http://wordpress.org/?v=2.7.1 en hourly 1 A 90 day Sales turnaround plan Part 2 31 - 60 day http://feedproxy.google.com/~r/salesroundup/blog/~3/3LwK76U8oyA/ http://salesroundup.com/blog/2009/07/a-90-day-sales-turnaround-plan-part-2-31-60-day/#comments Mon, 06 Jul 2009 09:29:02 +0000 SalesRoundup Podcast http://salesroundup.com/blog/?p=303
  • A 90 day Sales turnaround plan Part 1 the first 30 days
  • Ten tips to a territory turnaround plan
  • Creating a Sales Action Plan Part One Your Territory Plan
    • ]]>     sales-planA 90 day Sales turnaround plan!

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

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

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

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    No interview this week

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    This week’s post on the SalesActionPlan Blog:

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

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

    Sales Podcast Paragraph

    We published our first e-Booklet set
    Titled “Killer Sales Questions” and “Coffee is for Closers - Deal or no Deal
    Get Both for only $19.99


    Sales Podcast and Sales Blog
    salesactionplan.com salesroundup.com

    Related posts:

    1. A 90 day Sales turnaround plan Part 1 the first 30 days
    2. Ten tips to a territory turnaround plan
    3. Creating a Sales Action Plan Part One Your Territory Plan

    ]]>     http://salesroundup.com/blog/2009/07/a-90-day-sales-turnaround-plan-part-2-31-60-day/feed/ http://salesroundup.com/blog/2009/07/a-90-day-sales-turnaround-plan-part-2-31-60-day/     A 90 day Sales turnaround plan Part 1 the first 30 days http://feedproxy.google.com/~r/salesroundup/blog/~3/Zjj95hng6M4/ http://salesroundup.com/blog/2009/06/a-90-day-sales-turnaround-plan-part-1-the-first-30-days/#comments Mon, 29 Jun 2009 09:15:47 +0000 SalesRoundup Podcast http://salesroundup.com/blog/?p=298
  • A 90 day Sales turnaround plan Part 2 31 - 60 day
  • Creating a Sales Action Plan Part One Your Territory Plan
  • Ten tips to a territory turnaround plan
    • ]]>     sales-planA 90 day Sales turnaround plan!

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

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

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


    Listen to this weeks Sales Podcast

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

    Sales Podcast Paragraph

    This week’s post on the SalesActionPlan Blog

    Interviewing tips for the Perfect Sales Job

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

    Sales Podcast Paragraph

    We published our first e-Booklet set
    Titled “Killer Sales Questions” and “Coffee is for Closers - Deal or no Deal
    Get Both for only $19.99


    Sales Podcast and Sales Blog
    salesactionplan.com salesroundup.com

    Related posts:

    1. A 90 day Sales turnaround plan Part 2 31 - 60 day
    2. Creating a Sales Action Plan Part One Your Territory Plan
    3. Ten tips to a territory turnaround plan

    ]]>     http://salesroundup.com/blog/2009/06/a-90-day-sales-turnaround-plan-part-1-the-first-30-days/feed/ http://salesroundup.com/blog/2009/06/a-90-day-sales-turnaround-plan-part-1-the-first-30-days/     Selling when they’re not Buying http://feedproxy.google.com/~r/salesroundup/blog/~3/mBua4BmjI3Y/ http://salesroundup.com/blog/2009/06/selling-when-theyre-not-buying/#comments Mon, 22 Jun 2009 09:59:21 +0000 SalesRoundup Podcast http://salesroundup.com/blog/?p=291
  • A 90 day Sales turnaround plan Part 1 the first 30 days
    • ]]>     notforsale1Selling in a down economy!

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


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    This week’s Master is Dave Simmons of Discovery Selling

    Sales Podcast Paragraph

    This week’s post on the SalesActionPlan Blog

    Interviewing tips for the Perfect Sales Job

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

    Sales Podcast Paragraph

    We published our first e-Booklet set
    Titled “Killer Sales Questions” and “Coffee is for Closers - Deal or no Deal
    Get Both for only $19.99


    Sales Podcast and Sales Blog
    salesactionplan.com salesroundup.com

    Related posts:

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

    ]]>     http://salesroundup.com/blog/2009/06/selling-when-theyre-not-buying/feed/ http://salesroundup.com/blog/2009/06/selling-when-theyre-not-buying/     A Sales Plan to Sell Higher in your deals http://feedproxy.google.com/~r/salesroundup/blog/~3/Uol98a5Y1hg/ http://salesroundup.com/blog/2009/06/a-sales-plan-to-sell-higher-in-your-deals/#comments Mon, 15 Jun 2009 12:35:08 +0000 SalesRoundup Podcast http://salesroundup.com/blog/?p=286
  • A Sales Plan to Survive an Acquisition
  • Drive by Sales Leadership
  • A 90 day Sales turnaround plan Part 2 31 - 60 day
    • ]]>     selling-higherTake me to the next level

    A common problem with many people is getting to the right level of whatever organization you are trying to sell to.  Plenty of people will tell you why you need to do it but not many people tell you how.  In this episode Joe and Mike tell you how to penetrate an organization and actually provide you tips for selling higher!

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    This week’s Master is Andrea Sittig-Rolf - The Blitz Master

    Sales Podcast Paragraph

    This week’s post on the SalesActionPlan Blog

    Sales Chess Versus Sales Checkers

    What’s the difference between chess and checkers? Checkers is basically a game of reaction. Your opponent makes a move, and you react in the best way that you know how. Chess players on the other hand, plan their moves way ahead of time. The best chess players will already know what options are open to them eleven or even twelve moves ahead of time. They think ahead about every possible contingency, and plan accordingly.Read more about How to Plan Your Sales Strategy Several Moves Ahead

    Sales Podcast Paragraph

    We published our first e-Booklet set
    Titled “Killer Sales Questions” and “Coffee is for Closers - Deal or no Deal
    Get Both for only $19.99


    Sales Podcast and Sales Blog
    salesactionplan.com salesroundup.com

    Related posts:

    1. A Sales Plan to Survive an Acquisition
    2. Drive by Sales Leadership
    3. A 90 day Sales turnaround plan Part 2 31 - 60 day

    ]]>     http://salesroundup.com/blog/2009/06/a-sales-plan-to-sell-higher-in-your-deals/feed/ http://salesroundup.com/blog/2009/06/a-sales-plan-to-sell-higher-in-your-deals/     Drive by Sales Leadership http://feedproxy.google.com/~r/salesroundup/blog/~3/VgO356vO5DQ/ http://salesroundup.com/blog/2009/06/drive-by-sales-leadership/#comments Mon, 08 Jun 2009 09:22:31 +0000 SalesRoundup Podcast http://salesroundup.com/blog/?p=281
  • A Sales Plan to Survive an Acquisition
  • A Sales Plan to Sell Higher in your deals
  • Dealing with a new sales manager
    • ]]>     carDrive by Sales Leadership

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

    Listen to this weeks Sales Podcast

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

    Sales Podcast Paragraph

    This week’s post on the SalesActionPlan Blog

    Sales Chess Versus Sales Checkers

    What’s the difference between chess and checkers? Checkers is basically a game of reaction. Your opponent makes a move, and you react in the best way that you know how. Chess players on the other hand, plan their moves way ahead of time. The best chess players will already know what options are open to them eleven or even twelve moves ahead of time. They think ahead about every possible contingency, and plan accordingly.Read more about How to Plan Your Sales Strategy Several Moves Ahead

    Sales Podcast Paragraph

    We published our first e-Booklet set
    Titled “Killer Sales Questions” and “Coffee is for Closers - Deal or no Deal
    Get Both for only $19.99


    Sales Podcast and Sales Blog
    salesactionplan.com salesroundup.com

    Related posts:

    1. A Sales Plan to Survive an Acquisition
    2. A Sales Plan to Sell Higher in your deals
    3. Dealing with a new sales manager

    ]]>     http://salesroundup.com/blog/2009/06/drive-by-sales-leadership/feed/ http://salesroundup.com/blog/2009/06/drive-by-sales-leadership/     A Sales Plan to Survive an Acquisition http://feedproxy.google.com/~r/salesroundup/blog/~3/7EoNRhSPE6w/ http://salesroundup.com/blog/2009/06/a-sales-plan-to-survive-an-acquisition/#comments Mon, 01 Jun 2009 09:38:58 +0000 SalesRoundup Podcast http://salesroundup.com/blog/?p=275
  • A Sales Plan to Sell Higher in your deals
  • Drive by Sales Leadership
  • A 90 day Sales turnaround plan Part 1 the first 30 days
    • ]]>     mother-may-i-sell

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

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

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

    Sales Podcast Paragraph

    This week’s post on the SalesActionPlan Blog

    Sales Chess Versus Sales Checkers

    What’s the difference between chess and checkers? Checkers is basically a game of reaction. Your opponent makes a move, and you react in the best way that you know how. Chess players on the other hand, plan their moves way ahead of time. The best chess players will already know what options are open to them eleven or even twelve moves ahead of time. They think ahead about every possible contingency, and plan accordingly.

    Read more about How to Plan Your Sales Strategy Several Moves Ahead

    Sales Podcast Paragraph

    We published our first e-Booklet set
    Titled “Killer Sales Questions” and “Coffee is for Closers - Deal or no Deal
    Get Both for only $19.99


    Sales Podcast and Sales Blog
    salesactionplan.com salesroundup.com

    Related posts:

    1. A Sales Plan to Sell Higher in your deals
    2. Drive by Sales Leadership
    3. A 90 day Sales turnaround plan Part 1 the first 30 days

    ]]>     http://salesroundup.com/blog/2009/06/a-sales-plan-to-survive-an-acquisition/feed/ http://salesroundup.com/blog/2009/06/a-sales-plan-to-survive-an-acquisition/     Dealing with a new sales manager http://feedproxy.google.com/~r/salesroundup/blog/~3/wOF_3-74WfY/ http://salesroundup.com/blog/2009/05/dealing-with-a-new-sales-manager/#comments Tue, 26 May 2009 08:43:29 +0000 SalesRoundup Podcast http://salesroundup.com/blog/?p=271
  • A plan to deal with a psycho sales manager
    • ]]>     new-managerThe God’s gift Syndrome
    Dealing with a new sales manager.

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

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

    Listen to this weeks Sales Podcast

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

    Sales Podcast Paragraph

    Show Notes:

    Be sure to post to our new companion blog SalesActionPlan

    Sales Podcast Paragraph

    We published our first e-Booklet set
    Titled “Killer Sales Questions” and “Coffee is for Closers - Deal or no Deal
    Get Both for only $19.99


    Sales Podcast and Sales Blog
    salesactionplan.com salesroundup.com

    Related posts:

    1. A plan to deal with a psycho sales manager

    ]]>     http://salesroundup.com/blog/2009/05/dealing-with-a-new-sales-manager/feed/ http://salesroundup.com/blog/2009/05/dealing-with-a-new-sales-manager/     Reducing the cost of sales http://feedproxy.google.com/~r/salesroundup/blog/~3/vtfFXWTOuR0/ http://salesroundup.com/blog/2009/05/reducing-the-cost-of-sales/#comments Mon, 18 May 2009 09:20:49 +0000 SalesRoundup Podcast http://salesroundup.com/blog/?p=266 costWe’ll make it up on volume!…
    NOT

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

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

    Sales Podcast Paragraph

    Show Notes:

    Be sure to post to our new companion blog SalesActionPlan

    Sales Podcast Paragraph

    We published our first e-Booklet set
    Titled “Killer Sales Questions” and “Coffee is for Closers - Deal or no Deal
    Get Both for only $19.99


    Sales Podcast and Sales Blog
    salesactionplan.com salesroundup.com

    No related posts.

    ]]>     http://salesroundup.com/blog/2009/05/reducing-the-cost-of-sales/feed/ http://salesroundup.com/blog/2009/05/reducing-the-cost-of-sales/     Getting a Sales Job Perfecting The Interview Process http://feedproxy.google.com/~r/salesroundup/blog/~3/p7WrkXPy-cc/ http://salesroundup.com/blog/2009/05/getting-a-sales-job-perfecting-the-interview-process/#comments Mon, 11 May 2009 09:34:47 +0000 SalesRoundup Podcast http://salesroundup.com/blog/?p=262
  • Discovery Is the Sales Process Part 3
  • Discovery Is the Sales Process Part 4
    • ]]>     help-wanted

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

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

    Listen to this weeks Sales Podcast

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    This week’s Master:  Paul Manning The Bowdoin Group

    Sales Podcast Paragraph

    Show Notes:

    Be sure to post to our new companion blog SalesActionPlan

    Sales Podcast Paragraph

    We published our first e-Booklet set
    Titled “Killer Sales Questions” and “Coffee is for Closers - Deal or no Deal
    Get Both for only $19.99


    Sales Podcast and Sales Blog
    salesactionplan.com salesroundup.com

    Related posts:

    1. Discovery Is the Sales Process Part 3
    2. Discovery Is the Sales Process Part 4

    ]]>     http://salesroundup.com/blog/2009/05/getting-a-sales-job-perfecting-the-interview-process/feed/ http://salesroundup.com/blog/2009/05/getting-a-sales-job-perfecting-the-interview-process/     Getting a Sales Job - Finding the right opportunities and dealing with recruiters http://feedproxy.google.com/~r/salesroundup/blog/~3/cZcrVd7jNMk/ http://salesroundup.com/blog/2009/05/getting-a-sales-job-finding-the-right-opportunities-and-dealing-with-recruiters/#comments Wed, 06 May 2009 12:02:07 +0000 SalesRoundup Podcast http://salesroundup.com/blog/?p=254 help-wanted

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

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

    Listen to this weeks Sales Podcast

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    Sales Podcast Paragraph

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

    Sales Podcast Paragraph

    Show Notes:

    Be sure to post to our new companion blog SalesActionPlan


    Sales Podcast Paragraph

    We published our first e-Booklet set
    Titled “Killer Sales Questions” and “Coffee is for Closers - Deal or no Deal
    Get Both for only $19.99


    Sales Podcast and Sales Blog
    salesactionplan.com salesroundup.com

    No related posts.

    ]]>     http://salesroundup.com/blog/2009/05/getting-a-sales-job-finding-the-right-opportunities-and-dealing-with-recruiters/feed/ http://salesroundup.com/blog/2009/05/getting-a-sales-job-finding-the-right-opportunities-and-dealing-with-recruiters/     Getting a Sales Job - Assessing your qualifications and resume building http://feedproxy.google.com/~r/salesroundup/blog/~3/RRxKNEp6sRY/ http://salesroundup.com/blog/2009/04/getting-a-sales-job-assessing-your-qualifications-and-resume-building/#comments Mon, 27 Apr 2009 12:53:17 +0000 SalesRoundup Podcast http://salesroundup.com/blog/?p=248
  • Getting a Sales Job - Finding the right opportunities and dealing with recruiters
    • ]]>     help-wanted

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

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

    Listen to this weeks Sales Podcast

    MP3 Stream download_icon.JPG Download MP3

    Sales Podcast Paragraph

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

    Sales Podcast Paragraph

    Show Notes:

    Be sure to post to our new companion blog SalesActionPlan

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

    Sales Podcast Paragraph

    We published our first e-Booklet set
    Titled “Killer Sales Questions” and “Coffee is for Closers - Deal or no Deal
    Get Both for only $19.99


    Sales Podcast and Sales Blog
    salesactionplan.com salesroundup.com

    Related posts:

    1. Getting a Sales Job - Finding the right opportunities and dealing with recruiters

    ]]>     http://salesroundup.com/blog/2009/04/getting-a-sales-job-assessing-your-qualifications-and-resume-building/feed/ http://salesroundup.com/blog/2009/04/getting-a-sales-job-assessing-your-qualifications-and-resume-building/     The fundamentals of pricing what you sell http://feedproxy.google.com/~r/salesroundup/blog/~3/Q3Ox79HfbKM/ http://salesroundup.com/blog/2009/04/the-fundamentals-of-pricing-what-you-sell/#comments Mon, 13 Apr 2009 18:00:08 +0000 SalesRoundup Podcast http://salesroundup.com/blog/?p=243 discount How much is it?

    If you’re fortunate enough to sell something that allows you the flexibility to negotiate price, it is important to maximize the deal while making it more attractive to the buyer.  In this episode Joe and Mike discuss various aspects of pricing products and services that you should consider before preparing your next sales proposal.

    Listen to this weeks Sales Podcast

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    This week’s Master:  John Palumbo CEO of The Sales DNA Institute

    Sales Podcast Paragraph

    Show Notes:

    Tim Wackel’s running another one of his FREE tele-seminars (not webinar) this month. The date is Friday April 24th and folks can register by visiting www.timwackel.com and then clicking through the top banner on the home page.

    Be sure to post to our new companion blog SalesActionPlan


    Sales Podcast Paragraph

    We published our first e-Booklet set
    Titled “Killer Sales Questions” and “Coffee is for Closers - Deal or no Deal
    Get Both for only $19.99

    Sales Podcast and Sales Blog

    SalesActionPlan.com
    SalesRoundup.com

    No related posts.

    ]]>     http://salesroundup.com/blog/2009/04/the-fundamentals-of-pricing-what-you-sell/feed/ http://salesroundup.com/blog/2009/04/the-fundamentals-of-pricing-what-you-sell/     Discovery Is the Sales Process Part 4 http://feedproxy.google.com/~r/salesroundup/blog/~3/iiCvbWwnCnk/ http://salesroundup.com/blog/2009/04/discovery-is-the-sales-process-part-4/#comments Mon, 06 Apr 2009 09:40:29 +0000 SalesRoundup Podcast http://salesroundup.com/blog/?p=239
  • Discovery Is the Sales Process Part 1
  • Discovery Is the Sales Process Part 2
  • Discovery Is the Sales Process Part 3
    • ]]>     discovery Discovery Centric Selling
    Part 4 of a 4 part series
    Selling The Discovery Process.

    It seems like someone comes up with a new, improved sales process every week.   The problem is hardly any of the people who write them are actual working sales people or sales managers and their “new process” is usually just a rehashing of the same old stuff.

    In part four of this four part series Joe and Mike discuss how to complete the discovery centric selling process and walk you through some real life examples of what the process looks like.

    Listen to this weeks Sales Podcast

    MP3 Stream download_icon.JPG Download MP3

    Sales Podcast Paragraph

    This week’s Master: Mike & Joe

    Sales Podcast Paragraph

    Show Notes:

    Be sure to post to our new companion blog SalesActionPlan


    Sales Podcast Paragraph

    We published our first e-Booklet set
    Titled “Killer Sales Questions” and “Coffee is for Closers - Deal or no Deal
    Get Both for only $19.99

    Sales Podcast and Sales Blog

    SalesActionPlan.com
    SalesRoundup.com

    Related posts:

    1. Discovery Is the Sales Process Part 1
    2. Discovery Is the Sales Process Part 2
    3. Discovery Is the Sales Process Part 3

    ]]>     http://salesroundup.com/blog/2009/04/discovery-is-the-sales-process-part-4/feed/ http://salesroundup.com/blog/2009/04/discovery-is-the-sales-process-part-4/     Discovery Is the Sales Process Part 3 http://feedproxy.google.com/~r/salesroundup/blog/~3/QHp8EC-Lx5Q/ http://salesroundup.com/blog/2009/03/discovery-is-the-sales-process-part-3/#comments Mon, 30 Mar 2009 10:02:37 +0000 SalesRoundup Podcast http://salesroundup.com/blog/?p=235
  • Discovery Is the Sales Process Part 1
  • Discovery Is the Sales Process Part 2
  • Discovery Is the Sales Process Part 4
    • ]]>     discovery Discovery Centric Selling
    Part 3 of a 4 part series
    Selling The Discovery Process.

    It seems like someone comes up with a new, improved sales process every week.   The problem is hardly any of the people who write them are actual working sales people or sales managers and their “new process” is usually just a rehashing of the same old stuff.

    In part three of this four part series Joe and Mike share with you a sales process that they have been experimenting with in the field – in actual sales situations – with early indications showing a marked improvement in sales close ratios.

    Listen to this weeks Sales Podcast

    MP3 Stream download_icon.JPG Download MP3

    Sales Podcast Paragraph

    This week’s Master: Mike & Joe

    Sales Podcast Paragraph

    Show Notes:

    Be sure to post to our new companion blog SalesActionPlan

    The Link to Blog Post mentioned on Death of a Salesman

    Sales Podcast Paragraph

    We published our first e-Booklet set
    Titled “Killer Sales Questions” and “Coffee is for Closers - Deal or no Deal
    Get Both for only $19.99

    Sales Podcast and Sales Blog

    SalesActionPlan.com
    SalesRoundup.com

    Related posts:

    1. Discovery Is the Sales Process Part 1
    2. Discovery Is the Sales Process Part 2
    3. Discovery Is the Sales Process Part 4

    ]]>     http://salesroundup.com/blog/2009/03/discovery-is-the-sales-process-part-3/feed/ http://salesroundup.com/blog/2009/03/discovery-is-the-sales-process-part-3/     Discovery Is the Sales Process Part 2 http://feedproxy.google.com/~r/salesroundup/blog/~3/2OPhFwgCjPo/ http://salesroundup.com/blog/2009/03/discovery-is-the-sales-process-part-2/#comments Mon, 23 Mar 2009 09:54:34 +0000 SalesRoundup Podcast http://salesroundup.com/blog/?p=231
  • Discovery Is the Sales Process Part 1
  • Discovery Is the Sales Process Part 4
  • Discovery Is the Sales Process Part 3
    • ]]>     discovery Discovery Centric Selling
    Part 2 of a 3 part series
    Selling The Discovery Process.

    It seems like someone comes up with a new, improved sales process every week.   The problem is hardly any of the people who write them are actual working sales people or sales managers and their “new process” is usually just a rehashing of the same old stuff.

    In part two of this three part series Joe and Mike share with you a sales process that they have been experimenting with in the field – in actual sales situations – with early indications showing a marked improvement in sales close ratios.

    Listen to this weeks Sales Podcast

    MP3 Stream download_icon.JPG Download MP3

    Sales Podcast Paragraph

    This week’s Master: Mike & Joe

    Sales Podcast Paragraph

    Show Notes:

    Be sure to post to our new companion blog SalesActionPlan

    Sales Podcast Paragraph

    We published our first e-Booklet set
    Titled “Killer Sales Questions” and “Coffee is for Closers - Deal or no Deal
    Get Both for only $19.99

    Sales Podcast and Sales Blog

    SalesActionPlan.com
    SalesRoundup.com

    Related posts:

    1. Discovery Is the Sales Process Part 1
    2. Discovery Is the Sales Process Part 4
    3. Discovery Is the Sales Process Part 3

    ]]>     http://salesroundup.com/blog/2009/03/discovery-is-the-sales-process-part-2/feed/ http://salesroundup.com/blog/2009/03/discovery-is-the-sales-process-part-2/     Discovery Is the Sales Process Part 1 http://feedproxy.google.com/~r/salesroundup/blog/~3/eMi-yo7PDa0/ http://salesroundup.com/blog/2009/03/discovery-is-the-sales-process/#comments Mon, 16 Mar 2009 08:53:51 +0000 SalesRoundup Podcast http://salesroundup.com/blog/?p=222
  • Discovery Is the Sales Process Part 4
  • Discovery Is the Sales Process Part 2
  • Discovery Is the Sales Process Part 3
    • ]]>     discovery Discovery Centric Selling
    Part 1 of a 3 part series
    Selling The Discovery Process.

    It seems like someone comes up with a new, improved sales process every week.   The problem is hardly any of the people who write them are actual working sales people or sales managers and their “new process” is usually just a rehashing of the same old stuff.   In part one of this three part series Joe and Mike share with you a sales process that they have been experimenting with in the field - in actual sales situations - with early indications showing a marked improvement in sales close ratios.

    Listen to this weeks Sales Podcast

    MP3 Stream download_icon.JPG Download MP3

    Sales Podcast Paragraph

    This week’s Master: Mike & Joe

    Sales Podcast Paragraph

    Show Notes:

    Be sure to post to our new companion blog SalesActionPlan

    Sales Podcast Paragraph

    We published our first e-Booklet set
    Titled “Killer Sales Questions” and “Coffee is for Closers - Deal or no Deal
    Get Both for only $19.99

    Sales Podcast and Sales Blog

    SalesActionPlan.com
    SalesRoundup.com

    Related posts:

    1. Discovery Is the Sales Process Part 4
    2. Discovery Is the Sales Process Part 2
    3. Discovery Is the Sales Process Part 3

    ]]>     http://salesroundup.com/blog/2009/03/discovery-is-the-sales-process/feed/ http://salesroundup.com/blog/2009/03/discovery-is-the-sales-process/     Every Sales Person’s New Worst Competitor and boy are they tough! Part 2 http://feedproxy.google.com/~r/salesroundup/blog/~3/4vLigeypDuQ/ http://salesroundup.com/blog/2009/03/every-sales-persons-new-worst-competitor-and-boy-are-they-tough/#comments Mon, 09 Mar 2009 09:27:43 +0000 SalesRoundup Podcast http://salesroundup.com/blog/?p=218
  • Every Sales Person’s New Worst Competitor
    • ]]>     Episode Logo. Accounting Spreadsheet. Calculator. Budgetting.

    Every Sales Person’s New Worst Competitor and boy are they tough! Part 2 of a 2 part series on beating the competition?

    He’s Here!  He’s new in town but he’s big and he’s bad and as far as competitor’s go he is your absolute worst nightmare.  If you are in sales, any sales, you have a new WORST competitor and you better learn how to deal with it quick!.  The recession has created new competition. It’s the competition for budget dollars! In part two of this two part episode Joe and Mike discuss what you need to do to compete and win the battle over budget dollars.

    Listen to this weeks Sales Podcast

    MP3 Stream download_icon.JPG Download MP3

    Sales Podcast Paragraph

    This week’s Master: Ann Flynn Technology Finance Partners

    Sales Podcast Paragraph

    Show Notes:

    Take the quick powerpoint poll

    This episode of the SalesRoundup is brought to you by the folks at Professional Selling Skills who offer programs and classes in Professional Sales Coaching, Professional Sales Negotiation, Professional Prospecting Skills, and they also have their unique Compass Program.  Go to their website to learn more at
    www.ProfessionalSellingSkills.com and tell them Joe and Mike sent you.

    Be sure to post to our new companion blog SalesActionPlan

    Sales Podcast Paragraph

    We published our first e-Booklet set
    Titled “Killer Sales Questions” and “Coffee is for Closers - Deal or no Deal
    Get Both for only $19.99

    Sales Podcast and Sales Blog

    SalesActionPlan.com
    SalesRoundup.com

    Related posts:

    1. Every Sales Person’s New Worst Competitor

    ]]>     http://salesroundup.com/blog/2009/03/every-sales-persons-new-worst-competitor-and-boy-are-they-tough/feed/ http://salesroundup.com/blog/2009/03/every-sales-persons-new-worst-competitor-and-boy-are-they-tough/     Every Sales Person’s New Worst Competitor http://feedproxy.google.com/~r/salesroundup/blog/~3/UtUreI5X-ow/ http://salesroundup.com/blog/2009/03/every-sales-persons-new-worst-competitor/#comments Mon, 02 Mar 2009 10:54:40 +0000 SalesRoundup Podcast http://salesroundup.com/blog/?p=211
  • Every Sales Person’s New Worst Competitor and boy are they tough! Part 2
    • ]]>     Episode Logo. Accounting Spreadsheet. Calculator. Budgetting.

    Every Sales Person’s New Worst Competitor and boy are they tough! Part 1 of a 2 part series on beating the competition?

    He’s Here!  He’s new in town but he’s big and he’s bad and as far as competitor’s go he is your absolute worst nightmare.  If you are in sales, any sales, you have a new WORST competitor and you better learn how to deal with it quick!.  In part one of this two part episode on the new competitor Joe and Mike discuss who the competitor is and the steps you need to take in the qualification process to help you overcome him.

    Listen to this weeks Sales Podcast

    MP3 Stream download_icon.JPG Download MP3

    Sales Podcast Paragraph

    This week’s Master: Michael Nick President ROI4Sales

    Sales Podcast Paragraph

    Show Notes:

    Take the quick powerpoint poll

    This episode of the SalesRoundup is brought to you by the folks at Professional Selling Skills who offer programs and classes in Professional Sales Coaching, Professional Sales Negotiation, Professional Prospecting Skills, and they also have their unique Compass Program.  Go to their website to learn more at
    www.ProfessionalSellingSkills.com and tell them Joe and Mike sent you.

    Be sure to post to our new companion blog SalesActionPlan

    Sales Podcast Paragraph

    We published our first e-Booklet set
    Titled “Killer Sales Questions” and “Coffee is for Closers - Deal or no Deal
    Get Both for only $19.99

    Sales Podcast and Sales Blog

    SalesActionPlan.com
    SalesRoundup.com

    Related posts:

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

    ]]>     http://salesroundup.com/blog/2009/03/every-sales-persons-new-worst-competitor/feed/ http://salesroundup.com/blog/2009/03/every-sales-persons-new-worst-competitor/     Early stage Pipeline Development is Critical to Your Success http://feedproxy.google.com/~r/salesroundup/blog/~3/Awi7mTjfZAk/ http://salesroundup.com/blog/2009/02/early-stage-pipeline-development-is-critical-to-your-success/#comments Sun, 22 Feb 2009 22:09:39 +0000 SalesRoundup Podcast http://salesroundup.com/blog/?p=205 funnelTop of the funnel to ya!
    Early stage Pipeline Development is
    Critical to Your Success Throughout
    Each Stage of the Sales Life Cycle

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

    Listen to this weeks Sales Podcast

    MP3 Stream download_icon.JPG Download MP3

    Sales Podcast Paragraph

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

    Sales Podcast Paragraph

    Show Notes:

    This episode of the SalesRoundup is brought to you by the folks at Professional Selling Skills who offer programs and classes in Professional Sales Coaching, Professional Sales Negotiation, Professional Prospecting Skills, and they also have their unique Compass Program.  Go to their website to learn more at
    www.ProfessionalSellingSkills.com and tell them Joe and Mike sent you.

    Be sure to post to our new companion blog SalesActionPlan

    Sales Podcast Paragraph

    We published our first e-Booklet set
    Titled “Killer Sales Questions” and “Coffee is for Closers - Deal or no Deal
    Get Both for only $19.99

    Sales Podcast and Sales Blog

    SalesActionPlan.com
    SalesRoundup.com

    No related posts.

    ]]>     http://salesroundup.com/blog/2009/02/early-stage-pipeline-development-is-critical-to-your-success/feed/ http://salesroundup.com/blog/2009/02/early-stage-pipeline-development-is-critical-to-your-success/     Overcoming The Sales Price Objections! http://feedproxy.google.com/~r/salesroundup/blog/~3/c_C3ItTngOA/ http://salesroundup.com/blog/2009/02/overcoming-the-sales-price-objections/#comments Mon, 16 Feb 2009 00:51:23 +0000 SalesRoundup Podcast http://salesroundup.com/blog/?p=203 You’re the next contestant on
    “The price is wrong!
    Overcoming The Sales Price Objections!

    How many times during a sales process have you heard “your price is too high”, “you’re going to have to do better than that”,  “your competitor’s price is much more attractive” or any number of pricing objections?

    If you’re like most sales people it happens to you in almost every sale. Even though it’s so common many sales people are unprepared and even fear dealing with it. The result is often to discount your price when you don’t have to.

    In this episode Joe and Mike discuss how to deal with pricing objections successfully so you can close more deals maximize your commission dollars.

    Listen to this weeks Sales Podcast

    MP3 Stream download_icon.JPG Download MP3

    Sales Podcast Paragraph

    This week’s Master is: Erich Flynn CEO of Treehouse

    Sales Podcast Paragraph

    Show Notes:

    This episode of the SalesRoundup is brought to you by the folks at Professional Selling Skills who offer programs and classes in Professional Sales Coaching, Professional Sales Negotiation, Professional Prospecting Skills, and they also have their unique Compass Program.  Go to their website to learn more at
    www.ProfessionalSellingSkills.com and tell them Joe and Mike sent you.

    Be sure to post to our new companion blog SalesActionPlan

    Sales Podcast Paragraph

    We published our first e-Booklet set
    Titled “Killer Sales Questions” and “Coffee is for Closers - Deal or no Deal
    Get Both for only $19.99

    Sales Podcast and Sales Blog

    SalesActionPlan.com
    SalesRoundup.com

    No related posts.

    ]]>     http://salesroundup.com/blog/2009/02/overcoming-the-sales-price-objections/feed/ http://salesroundup.com/blog/2009/02/overcoming-the-sales-price-objections/