The SalesRoundup Podcast http://salesroundup.com/blog A Sales Podcast for the Complex Sales Professional Mon, 09 Nov 2009 19:09:31 +0000 http://wordpress.org/?v=2.7.1 en hourly 1 The Anatomy of a Lousy Sales Pitch http://feedproxy.google.com/~r/salesroundup/blog/~3/ivxC5cEI2Vk/ http://salesroundup.com/blog/2009/11/the-anatomy-of-a-lousy-sales-pitch/#comments Mon, 09 Nov 2009 19:09:31 +0000 SalesRoundup Podcast http://salesroundup.com/blog/?p=384
  • Be careful what you ask for as a manager you just might get it!
  • Prospecting 2.0 Burn the Ships!
  • Overcoming The Sales Price Objections!
    • ]]>     presentation22The Anatomy of a Lousy Pitch!

    At this very moment millions of people are listening to sales presentations and most of them are probably thinking “when will this be over?” Let’s face it sales people exert a lot of energy to get in front of prospects and a good percentage of those sales people blow it by making a mediocre presentation. How are your prospects reacting to your presentations? Are you talking about your client’s needs? Could your presentation be better?  What are you doing to distinguish yourself from the competition?

    This week Joe and Mike discus the anatomy of a lousy pitch and give you some ideas about how you can improve yours.

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    This week Guest Interview… Tim Wackel - Anatomy of as lousy pitch

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    Show Notes: Life After Death by PowerPoint video

    This week’s post on the SalesActionPlan Blog:

    Overcoming the Four Top
    Pricing Objections in a Complex Sale

    The most common objection that you will come across in any sales deal is pricing. The prospect will always, without exception, attempt to bring your price down. Your job, as a top salesperson is to find out why the prospect is objecting to the price. Once you have this information, you will gain the ability to minimize or eliminate the loss that you would have to suffer by allowing for a discount. Read more about handling pricing objections

    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. Be careful what you ask for as a manager you just might get it!
    2. Prospecting 2.0 Burn the Ships!
    3. Overcoming The Sales Price Objections!

    ]]>     http://salesroundup.com/blog/2009/11/the-anatomy-of-a-lousy-sales-pitch/feed/ http://salesroundup.com/blog/2009/11/the-anatomy-of-a-lousy-sales-pitch/     Be careful what you ask for as a manager you just might get it! http://feedproxy.google.com/~r/salesroundup/blog/~3/226cJLc--CM/ http://salesroundup.com/blog/2009/11/be-careful-what-you-ask-for-as-a-manager-you-just-might-get-it/#comments Mon, 02 Nov 2009 18:48:13 +0000 SalesRoundup Podcast http://salesroundup.com/blog/?p=377
  • Prospecting 2.0 Burn the Ships!
  • Overcoming The Sales Price Objections!
    • ]]>     management-questionsEstablishing A False sense of reality…
    Be careful what you ask for as a manager you just might get it!

    Are you being bombarded with requests from your managers? In tough times insecure management will lash out by requesting detail information about everything you are doing! This is not productive and often times will have an opposite effect.  This week Mike and Joe  discuss or shall we say “commiserate” on what to do when management asks for too much information!

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    This week Guest Interview… Mike Schmidtmann www.4-profit.com

    Sales Podcast Paragraph

    This week’s post on the SalesActionPlan Blog:

    Overcoming the Four Top
    Pricing Objections in a Complex Sale

    The most common objection that you will come across in any sales deal is pricing. The prospect will always, without exception, attempt to bring your price down. Your job, as a top salesperson is to find out why the prospect is objecting to the price. Once you have this information, you will gain the ability to minimize or eliminate the loss that you would have to suffer by allowing for a discount. Read more about handling pricing objections

    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. Prospecting 2.0 Burn the Ships!
    2. Overcoming The Sales Price Objections!

    ]]>     http://salesroundup.com/blog/2009/11/be-careful-what-you-ask-for-as-a-manager-you-just-might-get-it/feed/ http://salesroundup.com/blog/2009/11/be-careful-what-you-ask-for-as-a-manager-you-just-might-get-it/     Prospecting 2.0 Burn the Ships! http://feedproxy.google.com/~r/salesroundup/blog/~3/on0sohJE8Eg/ http://salesroundup.com/blog/2009/10/prospecting-20-burn-the-ships/#comments Mon, 26 Oct 2009 20:32:36 +0000 SalesRoundup Podcast http://salesroundup.com/blog/?p=365
  • Overcoming The Sales Price Objections!
  • Be careful what you ask for as a manager you just might get it!
    • ]]>     tallshipBurn the Ships!

    Are you seeing a decline in your prospecting results?   Maybe its because you’re not keeping up with the times. Across the board traditional forms of prospecting are loosing their effectiveness.   It might be time to abandon the old methods and move on to new ones.

    When Spanish Conquistador Hernando Cortez landed in Mexico, one of his first orders to his men was to burn the ships. In this episode of the SalesRoudup Joe and Mike talk about new ways to prospect and encourage you to “burn the ships” when it comes to doing the same old thing.

    Listen to this weeks Sales Podcast

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    This week Guest Interview… Mark Pollard, VP Altus Learning Systems

    Sales Podcast Paragraph

    This week’s post on the SalesActionPlan Blog:

    Overcoming the Four Top
    Pricing Objections in a Complex Sale

    The most common objection that you will come across in any sales deal is pricing. The prospect will always, without exception, attempt to bring your price down. Your job, as a top salesperson is to find out why the prospect is objecting to the price. Once you have this information, you will gain the ability to minimize or eliminate the loss that you would have to suffer by allowing for a discount. Read more about handling pricing objections

    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. Overcoming The Sales Price Objections!
    2. Be careful what you ask for as a manager you just might get it!

    ]]>     http://salesroundup.com/blog/2009/10/prospecting-20-burn-the-ships/feed/ http://salesroundup.com/blog/2009/10/prospecting-20-burn-the-ships/     Dealing with “Seemores” in a Complex Sale http://feedproxy.google.com/~r/salesroundup/blog/~3/4r1YZgc5OWY/ http://salesroundup.com/blog/2009/10/dealing-with-seemores-in-a-complex-sale/#comments Mon, 19 Oct 2009 09:53:33 +0000 SalesRoundup Podcast http://salesroundup.com/blog/?p=361
  • How to sell Consulting Services with or without a product sale.
    • ]]>     seemore

    Dealing with “Seemores”

    Did you ever have a prospect that seemed really interested in your product/service, always eager to learn more, hear more “SEE more” but yet never getting to the stage of actually buying anything?  These people are commonly referred to as “seemores” and they can waste a lot of your time if you don’t know how to conteract them. In this episode of the SaelsRoudup Joe and Mike  give pointers and how to identify and overcome the “seemores” of the world so you make more sales and earn more money.

    Listen to this weeks Sales Podcast

    MP3 Stream download_icon.JPG Download MP3

    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. How to sell Consulting Services with or without a product sale.

    ]]>     http://salesroundup.com/blog/2009/10/dealing-with-seemores-in-a-complex-sale/feed/ http://salesroundup.com/blog/2009/10/dealing-with-seemores-in-a-complex-sale/     Let’s Make a Deal The Principles of Negotiating Part 2 http://feedproxy.google.com/~r/salesroundup/blog/~3/UiQtYoaUgNQ/ http://salesroundup.com/blog/2009/10/lets-make-a-deal-the-principles-of-negotiating-part-2/#comments Mon, 12 Oct 2009 16:28:50 +0000 SalesRoundup Podcast http://salesroundup.com/blog/?p=357
  • Let’s Make a Deal The Principles of Negotiating Part 1
  • Sales Tips When Negotiations with Procurement Part 2
  • How Not to Get sick this flu season
    • ]]>     letsmakeadeal

    The Principles of Negotiating
    Part 1

    Even though it has one of the most direct and substantial impacts on a sales person’s compensation a lot of sales people underestimate the importance of negotiation during the sales process. If you’re like most sales people your annual income depends on the total dollar amount you sell. If you’re constantly reducing your price to get deals done instead of using a sound negotiating strategy you’re acting very effectively. In part two this two part series on negotiating Joe and Mike give you one of 4 negotiating patterns, a couple of strategies buyers use and a couple of strategies that sellers use.

    Listen to this weeks Sales Podcast

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    This week Guest Interview… No one would come on this show LOL

    Sales Podcast Paragraph

    This week’s post on the SalesActionPlan Blog:

    How Unnecessary Meetings Can Kill Your Sales Productivity

    Salespeople are generally award based on the amount of revenue they are able to bring in. For this reason, it is in the best interests of sales professionals to only be engaged in activities that further this goal. Unfortunately however, things don’t always work this way. Sometimes, salespeople are able to fool themselves into thinking that they are being productive when in fact, they are just wasting time on tasks that don’t generate revenue: cleaning out their desks several times in a week, spending inordinate amounts of time talking about strategies with co-workers around the water cooler, and worst of all, going to unnecessary meetings. Read more about How Unnecessary Meetings Can Kill Your Sales Productivity

    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. Let’s Make a Deal The Principles of Negotiating Part 1
    2. Sales Tips When Negotiations with Procurement Part 2
    3. How Not to Get sick this flu season

    ]]>     http://salesroundup.com/blog/2009/10/lets-make-a-deal-the-principles-of-negotiating-part-2/feed/ http://salesroundup.com/blog/2009/10/lets-make-a-deal-the-principles-of-negotiating-part-2/     Let’s Make a Deal The Principles of Negotiating Part 1 http://feedproxy.google.com/~r/salesroundup/blog/~3/Y3xks4L8dKU/ http://salesroundup.com/blog/2009/10/lets-make-a-deal-the-principles-of-negotiating-part-1/#comments Sun, 04 Oct 2009 16:05:56 +0000 SalesRoundup Podcast http://salesroundup.com/blog/?p=351
  • Let’s Make a Deal The Principles of Negotiating Part 2
  • Sales Tips When Negotiations with Procurement Part 2
  • How Not to Get sick this flu season
    • ]]>     letsmakeadeal

    The Principles of Negotiating
    Part 1

    Even though it has one of the most direct and substantial impacts on a sales person’s compensation a lot of sales people underestimate the importance of negotiation during the sales process. If you’re like most sales people your annual income depends on the total dollar amount you sell. If you’re constantly reducing your price to get deals done instead of using a sound negotiating strategy you’re acting very effectively. In part one of this two part series on negotiating Joe and Mike give you a couple of tips to help you prepare for a negotiation and one of the tactics to use while making concessions..

    Listen to this weeks Sales Podcast

    MP3 Stream download_icon.JPG Download MP3

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    This week Guest Interview… No one would come on this show LOL

    Sales Podcast Paragraph

    This week’s post on the SalesActionPlan Blog:

    How Unnecessary Meetings Can Kill Your Sales Productivity

    Salespeople are generally award based on the amount of revenue they are able to bring in. For this reason, it is in the best interests of sales professionals to only be engaged in activities that further this goal. Unfortunately however, things don’t always work this way. Sometimes, salespeople are able to fool themselves into thinking that they are being productive when in fact, they are just wasting time on tasks that don’t generate revenue: cleaning out their desks several times in a week, spending inordinate amounts of time talking about strategies with co-workers around the water cooler, and worst of all, going to unnecessary meetings. Read more about How Unnecessary Meetings Can Kill Your Sales Productivity

    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. Let’s Make a Deal The Principles of Negotiating Part 2
    2. Sales Tips When Negotiations with Procurement Part 2
    3. How Not to Get sick this flu season

    ]]>     http://salesroundup.com/blog/2009/10/lets-make-a-deal-the-principles-of-negotiating-part-1/feed/ http://salesroundup.com/blog/2009/10/lets-make-a-deal-the-principles-of-negotiating-part-1/     How Not to Get sick this flu season http://feedproxy.google.com/~r/salesroundup/blog/~3/ztntYui5jJ4/ http://salesroundup.com/blog/2009/09/how-not-to-get-sick-this-flu-season/#comments Sun, 20 Sep 2009 21:41:17 +0000 SalesRoundup Podcast http://salesroundup.com/blog/?p=346
  • Researching Companies before you interview for a sales job
  • Sales Tips When Negotiations with Procurement Part 2
  • Let’s Make a Deal The Principles of Negotiating Part 1
    • ]]>     cold-flu

    The Germaphobe Show!

    Flu season is upon us and if anyone is going to catch a cold or the flu its probably going to be salespeople. We’re constantly traveling, meeting new people and shaking a lot of hands. Getting sick can really hurt your sales efforts. But what are you supposed to do?  In this episode Joe and Mike discuss some of the things you can do to reduce your chances of getting sick.

    Listen to this weeks Sales Podcast

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    This week Guest Interview… No one would come on this show LOL

    Sales Podcast Paragraph

    This week’s post on the SalesActionPlan Blog:

    How Unnecessary Meetings Can Kill Your Sales Productivity

    Salespeople are generally award based on the amount of revenue they are able to bring in. For this reason, it is in the best interests of sales professionals to only be engaged in activities that further this goal. Unfortunately however, things don’t always work this way. Sometimes, salespeople are able to fool themselves into thinking that they are being productive when in fact, they are just wasting time on tasks that don’t generate revenue: cleaning out their desks several times in a week, spending inordinate amounts of time talking about strategies with co-workers around the water cooler, and worst of all, going to unnecessary meetings. Read more about How Unnecessary Meetings Can Kill Your Sales Productivity

    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. Researching Companies before you interview for a sales job
    2. Sales Tips When Negotiations with Procurement Part 2
    3. Let’s Make a Deal The Principles of Negotiating Part 1

    ]]>     http://salesroundup.com/blog/2009/09/how-not-to-get-sick-this-flu-season/feed/ http://salesroundup.com/blog/2009/09/how-not-to-get-sick-this-flu-season/     Researching Companies before you interview for a sales job http://feedproxy.google.com/~r/salesroundup/blog/~3/_MHlmSlY4X4/ http://salesroundup.com/blog/2009/09/researching-companies-before-you-interview-for-a-sales-job/#comments Mon, 14 Sep 2009 18:38:36 +0000 SalesRoundup Podcast http://salesroundup.com/blog/?p=342
  • How Not to Get sick this flu season
  • Sales Tips When Negotiations with Procurement Part 2
  • Let’s Make a Deal The Principles of Negotiating Part 1
    • ]]>

    Do you know who you are talking to?

    Whether you are about to go into an interview or your just looking for organizations that you might want to work for its important to research the organization.   In this episode of the SalesRoundup Joe and Mike talk about how to research an organization when you are looking for a sales job.

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    This week Guest Interview is David Anderson, Founder and CEO MyWay Interactive

    Sales Podcast Paragraph

    This week’s post on the SalesActionPlan Blog:

    How Unnecessary Meetings Can Kill Your Sales Productivity

    Salespeople are generally award based on the amount of revenue they are able to bring in. For this reason, it is in the best interests of sales professionals to only be engaged in activities that further this goal. Unfortunately however, things don’t always work this way. Sometimes, salespeople are able to fool themselves into thinking that they are being productive when in fact, they are just wasting time on tasks that don’t generate revenue: cleaning out their desks several times in a week, spending inordinate amounts of time talking about strategies with co-workers around the water cooler, and worst of all, going to unnecessary meetings. Read more about How Unnecessary Meetings Can Kill Your Sales Productivity

    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. How Not to Get sick this flu season
    2. Sales Tips When Negotiations with Procurement Part 2
    3. Let’s Make a Deal The Principles of Negotiating Part 1

    ]]>     http://salesroundup.com/blog/2009/09/researching-companies-before-you-interview-for-a-sales-job/feed/ http://salesroundup.com/blog/2009/09/researching-companies-before-you-interview-for-a-sales-job/     Sales Tips When Negotiations with Procurement Part 2 http://feedproxy.google.com/~r/salesroundup/blog/~3/oj_0IUeW9JI/ http://salesroundup.com/blog/2009/09/sales-tips-when-negotiations-with-procurement-part-2/#comments Mon, 07 Sep 2009 15:41:22 +0000 SalesRoundup Podcast http://salesroundup.com/blog/?p=338
  • Sales Tips When Negotiations with Procurement
  • Researching Companies before you interview for a sales job
  • Let’s Make a Deal The Principles of Negotiating Part 2
    • ]]>     procurementSurviving Procurement
    Part 2

    Negotiating is tough enough but when you have to negotiate with someone who does it for a living, like a professional procurement person,it becomes a real challenge. In part one of this two part series on negotiating with procurement Joe and Mike discuss how to prepare before your initial meeting with a procurement professional.

    Listen to this weeks Sales Podcast

    MP3 Stream download_icon.JPG Download MP3

    Sales Podcast Paragraph

    This week Guest Interview is Linda Richardson - Founder/Chairwoman of Richardson and author of the NY Times Best Seller “Perfect Selling”

    Sales Podcast Paragraph

    This week’s post on the SalesActionPlan Blog:

    How Unnecessary Meetings Can Kill Your Sales Productivity

    Salespeople are generally award based on the amount of revenue they are able to bring in. For this reason, it is in the best interests of sales professionals to only be engaged in activities that further this goal. Unfortunately however, things don’t always work this way. Sometimes, salespeople are able to fool themselves into thinking that they are being productive when in fact, they are just wasting time on tasks that don’t generate revenue: cleaning out their desks several times in a week, spending inordinate amounts of time talking about strategies with co-workers around the water cooler, and worst of all, going to unnecessary meetings. Read more about How Unnecessary Meetings Can Kill Your Sales Productivity

    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. Sales Tips When Negotiations with Procurement
    2. Researching Companies before you interview for a sales job
    3. Let’s Make a Deal The Principles of Negotiating Part 2

    ]]>     http://salesroundup.com/blog/2009/09/sales-tips-when-negotiations-with-procurement-part-2/feed/ http://salesroundup.com/blog/2009/09/sales-tips-when-negotiations-with-procurement-part-2/     Sales Tips When Negotiations with Procurement http://feedproxy.google.com/~r/salesroundup/blog/~3/n7XBmnZMO60/ http://salesroundup.com/blog/2009/08/sales-tips-when-negotiations-with-procurement/#comments Mon, 31 Aug 2009 09:54:58 +0000 SalesRoundup Podcast http://salesroundup.com/blog/?p=333
  • Sales Tips When Negotiations with Procurement Part 2
  • Selling Consulting - On Time On Budget or Die!
  • What is Your Sales Therapy
    • ]]>     procurementSurviving Procurement
    Part 1

    Negotiating is tough enough but when you have to negotiate with someone who does it for a living, like a professional procurement person,it becomes a real challenge. In part one of this two part series on negotiating with procurement Joe and Mike discuss how to prepare before your initial meeting with a procurement professional.

    Listen to this weeks Sales Podcast

    MP3 Stream download_icon.JPG Download MP3

    Sales Podcast Paragraph

    This week Guest Interview is Linda Richardson - Founder/Chairwoman of Richardson and author of the NY Times Best Seller “Perfect Selling”

    Sales Podcast Paragraph

    This week’s post on the SalesActionPlan Blog:

    The single biggest mistake
    sales managers make

    Like all people, sales managers are often susceptible to the lure of universal solutions. One of the most common of these false solutions is the “God’s Gift” syndrome. If you are a sales manager, this is the type of thing that you want to avoid. If you’re a sales associate, you’ve probably had to work under a manager who has made this mistake in the past. Read more about Sales Managers Mistakes

    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. Sales Tips When Negotiations with Procurement Part 2
    2. Selling Consulting - On Time On Budget or Die!
    3. What is Your Sales Therapy

    ]]>     http://salesroundup.com/blog/2009/08/sales-tips-when-negotiations-with-procurement/feed/ http://salesroundup.com/blog/2009/08/sales-tips-when-negotiations-with-procurement/     Selling Consulting - On Time On Budget or Die! http://feedproxy.google.com/~r/salesroundup/blog/~3/4T6wyy6Iic4/ http://salesroundup.com/blog/2009/08/selling-consulting-on-time-on-budget-or-die/#comments Sun, 16 Aug 2009 09:15:43 +0000 SalesRoundup Podcast http://salesroundup.com/blog/?p=326
  • How to sell Consulting Services with or without a product sale.
  • Sales Tips When Negotiations with Procurement
  • What is Your Sales Therapy
    • ]]>     selling-consultingSelling Consulting - On Time On Budget or Die!

    Selling consulting requires you to convince somebody that you can accomplish a specific goal within a specific time frame for a specific amount of money. It’s a difficult thing to sell to someone who’s never done business with you before. It is IMPOSSIBLE to sell to someone you’ve done business with and failed to deliver on time and on budget. In this episode of the SalesRoundup Joe and Mike discuss why not meeting the client’s expectations when selling consulting is the kiss of death for a sales person and what you need to do to make sure that doesn’t happen.

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    This week Guest Interview is MIKE SCHULTZ president of the Wellesley Hills group and the author of  Professional Services Marketing. www.raintoday.com

    Sales Podcast Paragraph

    This week’s post on the SalesActionPlan Blog:

    The single biggest mistake
    sales managers make

    Like all people, sales managers are often susceptible to the lure of universal solutions. One of the most common of these false solutions is the “God’s Gift” syndrome. If you are a sales manager, this is the type of thing that you want to avoid. If you’re a sales associate, you’ve probably had to work under a manager who has made this mistake in the past. Read more about Sales Managers Mistakes

    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. How to sell Consulting Services with or without a product sale.
    2. Sales Tips When Negotiations with Procurement
    3. What is Your Sales Therapy

    ]]>     http://salesroundup.com/blog/2009/08/selling-consulting-on-time-on-budget-or-die/feed/ http://salesroundup.com/blog/2009/08/selling-consulting-on-time-on-budget-or-die/     What is Your Sales Therapy http://feedproxy.google.com/~r/salesroundup/blog/~3/RY3ii3TwIis/ http://salesroundup.com/blog/2009/08/what-is-your-sales-therapy/#comments Mon, 10 Aug 2009 10:03:03 +0000 SalesRoundup Podcast http://salesroundup.com/blog/?p=321
  • Sales Tips When Negotiations with Procurement
  • Selling Consulting - On Time On Budget or Die!
  • Drive by Sales Leadership
    • ]]>     saleszenWhat is Your Sales Therapy?

    In order to be in Sales you have to be “on your game”.  It’s a high stakes game with little tolerance for slackers.  You need to perform a high level for an extended period of time to be successful.  In much the same way as race cars take pit stops to refuel and retool to reach optimal performance, sales people need a way to relax and reenergize to perform at their best.  In this episode of the SalesRoundup Joe and Mike discuss what they do for “Sales Therapy” to keep their head in the game.

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    This week Guest Interview is Geoffrey James, author of the Sales Machine blog on BNET.com

    Sales Podcast Paragraph

    This week’s post on the SalesActionPlan Blog:

    The single biggest mistake
    sales managers make

    Like all people, sales managers are often susceptible to the lure of universal solutions. One of the most common of these false solutions is the “God’s Gift” syndrome. If you are a sales manager, this is the type of thing that you want to avoid. If you’re a sales associate, you’ve probably had to work under a manager who has made this mistake in the past. Read more about Sales Managers Mistakes

    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. Sales Tips When Negotiations with Procurement
    2. Selling Consulting - On Time On Budget or Die!
    3. Drive by Sales Leadership

    ]]>     http://salesroundup.com/blog/2009/08/what-is-your-sales-therapy/feed/ http://salesroundup.com/blog/2009/08/what-is-your-sales-therapy/     Jump! How High? Selling http://feedproxy.google.com/~r/salesroundup/blog/~3/yFqzD4tnhBs/ http://salesroundup.com/blog/2009/08/jump-how-high-selling/#comments Tue, 04 Aug 2009 09:59:36 +0000 SalesRoundup Podcast http://salesroundup.com/blog/?p=316
  • Interview with Doyle Slayton from the SalesBlogcast
    • ]]>     jump-how-highJump! How High?

    Okay we’ve all been victims to the Jump! How High? Syndrome! This is where during the sales cycle your prospect asks you to jump through hoops and yes we sometimes act out of fear of losing the deal.  They may give short deadlines to respond to a request for information, or may ask you to come tomorrow in and give a demo, or well you get the picture! This week Mike and Joe provide you with a plan on how to deal with demanding prospects during the sales cycle and put you back in the driver’s seat!

    Listen to this weeks Sales Podcast

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    This week Guest Samantha (Sam) Bovat Founder of  Motivational Marketing Consultant www.ContagiousEnergy.com

    Sales Podcast Paragraph

    This week’s post on the SalesActionPlan Blog:

    Six Major Sales Objections and a Plan on How to Overcome Them

    You are an expert complex sales professional and you know how to use prospecting to your advantage. Before you even make a cold call you have already done solid research on your client and are ready to deliver to them multiple reasons why your product can benefit them. You know exactly how you can save them money or increase their profits; and you know how to communicate this properly.But what if you’ve done all of your research, are presenting solid information, and yet the potential customer still raises an objection? How do you get around this objection and properly communicate the value of your solution? read more

    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. Interview with Doyle Slayton from the SalesBlogcast

    ]]>     http://salesroundup.com/blog/2009/08/jump-how-high-selling/feed/ http://salesroundup.com/blog/2009/08/jump-how-high-selling/     Interview with Doyle Slayton from the SalesBlogcast http://feedproxy.google.com/~r/salesroundup/blog/~3/8zdCftTMilk/ http://salesroundup.com/blog/2009/07/interview-with-doyle-slayton-from-the-salesblogcast/#comments Mon, 27 Jul 2009 09:35:18 +0000 SalesRoundup Podcast http://salesroundup.com/blog/?p=311
  • Jump! How High? Selling
  • Researching Companies before you interview for a sales job
    • ]]>     salesblogcast-150We are on Vacation! Yahoo!

    This week we have a special show. You see since we are on Vacation, our good friend Doyle Slaton who founded the SalesBlogcast agreed to share with us the sales strategy behind the SalesBlogcast site. In Planning for this episode Doyle asked his readers to suggest sales topics which we discussed in the interview.
    Check out Doyle at www.SalesBlogcast.com

    Listen to this weeks Sales Podcast

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    This week Guest Doyle Slayton www.SalesBlogcast.com

    Sales Podcast Paragraph

    This week’s post on the SalesActionPlan Blog:

    Six Major Sales Objections and a Plan on How to Overcome Them

    You are an expert complex sales professional and you know how to use prospecting to your advantage. Before you even make a cold call you have already done solid research on your client and are ready to deliver to them multiple reasons why your product can benefit them. You know exactly how you can save them money or increase their profits; and you know how to communicate this properly.

    But what if you’ve done all of your research, are presenting solid information, and yet the potential customer still raises an objection? How do you get around this objection and properly communicate the value of your solution? read more

    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. Jump! How High? Selling
    2. Researching Companies before you interview for a sales job

    ]]>     http://salesroundup.com/blog/2009/07/interview-with-doyle-slayton-from-the-salesblogcast/feed/ http://salesroundup.com/blog/2009/07/interview-with-doyle-slayton-from-the-salesblogcast/     A 90-day Sales turnaround plan - part 3 days 61-90 http://feedproxy.google.com/~r/salesroundup/blog/~3/jeZnUeJWxlM/ http://salesroundup.com/blog/2009/07/a-90-day-sales-turnaround-plan-part-3-days-61-90/#comments Sun, 12 Jul 2009 14:30:12 +0000 SalesRoundup Podcast http://salesroundup.com/blog/?p=307
  • A 90 day Sales turnaround plan Part 2 31 - 60 day
  • A 90 day Sales turnaround plan Part 1 the first 30 days
  • 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.

    Listen to this weeks Sales Podcast

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    This week Guest Kirk Masters Infusionsoft

    Sales Podcast Paragraph

    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 2 31 - 60 day
    2. A 90 day Sales turnaround plan Part 1 the first 30 days
    3. Creating a Sales Action Plan Part One Your Territory Plan

    ]]>     http://salesroundup.com/blog/2009/07/a-90-day-sales-turnaround-plan-part-3-days-61-90/feed/ http://salesroundup.com/blog/2009/07/a-90-day-sales-turnaround-plan-part-3-days-61-90/     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 3 days 61-90
  • A 90 day Sales turnaround plan Part 1 the first 30 days
  • 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.

    Listen to this weeks Sales Podcast

    MP3 Stream download_icon.JPG Download MP3

    Sales Podcast Paragraph

    No interview this week

    Sales Podcast Paragraph

    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 3 days 61-90
    2. A 90 day Sales turnaround plan Part 1 the first 30 days
    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 3 days 61-90
  • A 90 day Sales turnaround plan Part 2 31 - 60 day
  • 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 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 3 days 61-90
    2. A 90 day Sales turnaround plan Part 2 31 - 60 day
    3. Creating a Sales Action Plan Part One Your Territory 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!


    Listen to this weeks Sales Podcast

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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
  • Creating a Sales Action Plan Part One Your Territory Plan
    • ]]>     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!

    Listen to this weeks Sales Podcast

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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. Creating a Sales Action Plan Part One Your Territory Plan

    ]]>     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
  • What is Your Sales Therapy
    • ]]>     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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    Sales Podcast Paragraph

    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. What is Your Sales Therapy

    ]]>     http://salesroundup.com/blog/2009/06/drive-by-sales-leadership/feed/ http://salesroundup.com/blog/2009/06/drive-by-sales-leadership/