In this episode, Tim Wackel, a top sales trainer and an expert on making a better sales presentation, discusses how making the right sales pitch and being prepared is the key to getting a sale. Included among the questions we discuss are:

What's the most powerful sales tool in your arsenal?

The ability to ask questions.

Name the one tool you use for managing sales that you can’t live without?

Excel

Who's your sales role model?

Henry Potts and Jerry Acuff

What's the one book that every sales person should read?

Zero-Time Selling and Amp Up Your Sales by Andy Paul

What's your favorite music you listen to in order to psych yourself up for an important sales call?

Smooth Jazz

What’s the first sales activity you do every day?

Tim looks at what his goals are for the day. Scheduling priorities, rather than prioritizing his schedule.

What’s the one question you get asked most frequently by sales people?

What can I do to get my customer to call me back or respond to my emails?

Website: www.timwackel.com

Lee Salz is a consultant and author of the bestselling book Hire Right, Higher Profits. He is also the founder of one of the biggest discussion groups on LinkedIn. In this episode, Lee Salz discusses how hiring the right person for the job will give you a bigger return on your investment. Listen in as we talk about:

Lee Salz is a consultant and author of the bestselling book Hire Right, Higher Profits. He is also the founder of one of the biggest discussion groups on LinkedIn. In this episode, Lee Salz discusses how hiring the right person for the job will give you a bigger return on your investment. Listen in as we talk about:

What's the most powerful sales tool in your arsenal?

CRM

Name the one tool you use for managing your sales that you can’t live without?

CRM

Who's your sales role model?

Joe Konrath

What's the one book that every sales person should read?

Fanatical Prospecting by Jeb Blount

What's your favorite music you listen to in order to psych yourself up for an important sales call?

Theme from Rocky

What’s the first sales activity you do every day?

Lee will get his to do list done the day before, that way he knows what he needs to tackle right away the next day.

What’s the one question you get asked most frequently by sales people?

How did you get started?

Website: www.salesarchitects.com/

In this episode, Kraig Kleeman, expert in cold calling and prospecting, discusses how using proper language strategies can increase the quality of persuasive sales tactics.

In this episode, Kraig Kleeman, author, speaker, consultant, and expert in cold calling/prospecting, discusses how using proper language strategies can increase the quality of persuasive sales tactics. Among the many topics we discuss in this episode are:

MORE ABOUT KRAIG KLEEMAN

What's the most powerful sales tool in your arsenal?

Language

Who's your sales role model?

Chris Beale and Kerry Kleeman (his brother)

What's the one book that every sales person should read?

Systematic Theology by Dr. Wayne Grudem

What's your favorite music to listen to psych yourself up for an important sales call?

U2

What’s one tool that you use for managing your own sales that you can’t live without?

Thesaurus

What's the first sales activity you do every day?

Check email, Twitter, and LinkedIn

One question you get asked most frequently by sales people is?

What do you wish you knew then when you were my age that you know now?

CONTACT KRAIG KLEEMAN

Contact Kraig:

Website: www.kraigkleeman.com

In this episode, Duncan Lennox, CEO and co-founder of Qstream, discusses how training sales reps has completely changed, even though reps are still being trained the same way as they were before. Among the many topics we discuss are:

If you are a sales leader or sales manager, then be sure to check out this episode!

In this episode, Duncan Lennox, CEO and co-founder of Qstream, discusses how training sales reps has completely changed, even though reps are still being trained the same way as they were before. Among the many topics we discuss are:

If you are a sales leader or sales manager, then be sure to check out this episode!

What's the most powerful sales tool in your arsenal?

Qstream and Humor

Name one tool you use for sales management that you can’t live without?

Sales Force

Who's your sales role model?

People who really do strive to understand the problem the customer is trying to solve and not shoe horn our solution into a problem, but rather find a good match.

What's the one book that every sales person should read?

Crossing the Chasm by Geoffrey Moore

What's the first sales activity you do every day?

Looking at salesforce.com and reviewing the daily reports for Qstream.

Website: http://www.qstream.com/

My regular guest on Front Line Friday is Bridget Gleason, VP of Corporate Sales for SumoLogic. In this episode, Bridget and I have a conversation about the pressures placed on sellers and customers alike in the modern sales development based sales model. Included among the questions we discuss are:

Interested in what the future holds for sales? Then be sure to join us for this episode!

My regular guest on Front Line Friday is Bridget Gleason, VP of Corporate Sales for SumoLogic. In this episode, Bridget and I have a conversation about the pressures placed on sellers and customers alike in the modern sales development based sales model. Included among the questions we discuss are:

Interested in what the future holds for sales? Then be sure to join us for this episode!

In this episode, Charles Green, co-author of The Trusted Advisor and author of Trust-based Selling, shares the secrets to developing a trust-based relationship with your buyers that can accelerate your sales. Listen in as we talk about:

This episode is a must listen for everyone. Any CEO, entrepreneur, sales leader and sales rep should invest the time to listen.