Many of the most successful athletes, performers, and business professionals have coaches.  But did you know many of the most successful sales professionals have coaches too?  A good sales coach can really help sales professionals hone their skills and MAKE MORE MONEY.

A personal sales coach can help you identify your strengths, overcome weaknesses  and guide you to become the top professional in your industry.

A good sales coach will become your mentor and partner. Together you set goals and design plans to meet your business objectives. A sales coach will give you encouragement and feedback, celebrate your victories, and keep you focused to minimize your losses

In this episode Joe and Mike talk about why Sales Coaching is important and how to select a good coach.

Sales Podcast and Sales Blog
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It's May already and if your company has a calendar year end that means you are already 5 months into the sales year.  When was the last time you looked at that sales plan you put together at the beginning of the year?   In this episode Joe and Mike talk about why it's important to review your sales plan right now and offer some key strategies to help you update your sales business plan.

Sales Podcast and Sales Blog
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SalesRoundup Blog

How many times have you been at the end of a quarter and had a deal slip?  We have!  We tell our sales manager "we didn't lose the deal we just ran out of TIME".

If we just improve our time management skills just a little, the impact to our bottom line earnings will be incredible.

Do the math! Take your annual income (salary bonus and commissions) and divide it by 2000.  2000 is the average hours in a year adjusted for vacations weekends and holidays etc.  If you make $75,000 per year then your hourly rate is approximately $37.50. 

Okay now that you have established your hourly worth, what if you could just improve your sales time management by say one hour a week?  You would earn an additional $1,950 a year! That's almost a three percent increase in income! Cha-Ching Cha-Ching!

This week Mike and Joe talk about effective time management skills as it relates to sales professionals.

Sales Podcast and Sales Blog
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Did you ever get the feeling right after you closed a deal that you could have made the deal bigger?  And how many times have you run into the bully from procurement when its time to negotiate?   In episode three of a three part series on negotiating Joe and Mike discuss how to avoid leaving money on the table and how to deal with procurement bullies.

Sales Podcast and Sales Blog

Negotiating Strategies for Sales Professionals

Do you say the words "discount" or "negotiate" whenever someone asks you about price? Are you offering a discount before the prospect asks for one?   If so you are negotiating with yourself which is NEVER a good idea.  In episode one of this three part series on negotiating Joe and Mike discuss how to avoid negotiating with yourself and offer other advice that will help you become a better negotiator and maximize the size of your deals.

Sales Reference Utilization for Closing the Sales Process

Using references as part of your sales process

Do you leverage existing clients to help you close new business? In this episode Joe and Mike discuss how to turna good client into a good reference and how best to utilize references during the Sales Process to help you close more business faster.

This is the good version!

Sales Referral Generation and Referral Utilization. Sometimes the most direct way to get into the door is through someone else.  Do you know how to get a referral?  Do you know how to leverage a referral to get access?  In this episode Joe and Mike discuss how to get and use referrals to get access to the right people and generate more sales.

Sales Referral Generation and Referral Utilization. Sometimes the most direct way to get into the door is through someone else.  Do you know how to get a referral?  Do you know how to leverage a referral to get access?  In this episode Joe and Mike discuss how to get and use referrals to get access to the right people and generate more sales.