There is a huge industry that many sales people aren’t aware of comprised of companies primarily engaged in sales financing or sales financing in combination with leasing. Sales financing companies lend to provide collateralized goods through a contractual installment sales agreement.  Joe and Mike show you how to leverage these financing companies to overcome budget and/or cash flow objections. Sales Podcast

Marketing is everything that you do to reach and persuade prospects. The sales process is everything that you do to close the sale and get a signed agreement or contract. However it's not uncommon for a company to be unbalanced when it comes to these two ingredients of business success. Are you effectively integrating your marketing and sales process? Sales Podcast

How do you deal with the emotional rollercoaster ride common to almost every sales job?  How do you fight the sales anxiety monster?  Joe and Mike talk about how to react to the emotional peaks and troughs of selling, how to increase your own personal motivation and how to manage others through it.
In the words of James Whitcomb Riley The most essential factor is persistence - the determination never to allow your energy or enthusiasm to be dampened by the discouragement that must inevitably come
Sales Podcast

The ability to negotiate effectively with your customers and with people inside your organization is not only critical to your closing rate but makes a big difference in how much money you take home. Joe and Mike discuss the tactical negotiation skills you can use in a competitive environment with challenging prospects and customers. Negotiating Sales Podcast!

How do your clients perceive you? What traits would they use to describe you? How would you want them to describe you, i.e., what is your â??Personal Brandâ??? In advertising terms, branding is the "image" created in the minds of people when they see or hear a name, product or logo. Companies invest a lot of money in creating and maintaining their brand, how much do you invest in developing your own "Personal Brand"?. Mike and Joe talk about Personal Branding and how you can leverage it to differentiate yourself personally and develop a reputation that will help you earn more money. Sales Podcast

As professional salespeople, we need to earn the respect of C-level buyers. . All C-level executives have had experiences with salespeople through personal purchases of say, automobiles, houses, insurance etc. Based on these experiences, they have group us all together into the same category. If we are selling to the CIO, WELL that poses an additional complexity. You see, CIO's come from a technical background, where the past 25 years of their life has been based on scientific notation and a logical structured thought process. We need to understand how they think and make decisions by Getting into the head of the EIEIO. Sales Podcast.

As professional salespeople, we need to earn the respect of C-level buyers. . All C-level executives have had experiences with salespeople through personal purchases of say, automobiles, houses, insurance etc�?�¢?�?�¦ Based on these experiences, they have group us all together into the same category. If we are selling to the CIO, WELL that poses an additional complexity. You see, CIO's come from a technical background, where the past 25 years of their life has been based on scientific notation and a logical structured thought process. We need to understand how they think and make decisions by Getting into the head of the EIEIO. Sales Podcast.

Many companies have spent hundreds of thousands of dollars and multiple years on CRM deployment projects, only to find they made a bad choice. Don't let this happen to your company. Be sure the key decision criteria are based around the “Field Sales? person’s personal productivity. The number one objective when implementing any SFA system is to improve the productivity of the people who produce the REVENUE! All else is secondary. Sales Podcast.

You are what you write! Mike and Joe Talk about the importance of effective persuasive writing and how it can improve your sales performance. Sales Podcast.

Back by popular demand, the closing show.  Mike and Joe reveal their personal closing techniques on how to get deals done. Nowhere else will you get such unique techniques as The Hypothetical or Objection leap over close, The Puppy Dog close, The Help me Help you or the stop the bleeding close and many more.  Don’t miss this sales podcast!