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.Sales Podcast and Sales BlogVisit our Website to Get Detail Show NotesSalesRoundup BlogSalesActionPlan.com

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.Sales Podcast and Sales BlogVisit our Website to Get Detail Show NotesSalesRoundup BlogSalesActionPlan.com

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.Sales Podcast and Sales BlogVisit our Website to Get Detail Show NotesSalesRoundup BlogSalesActionPlan.com

Top of the funnel to ya! Early stage Pipeline Development is Critical to Your Success Through Out 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.Sales Podcast and Sales BlogVisit our Website to Get Detail Show NotesSalesRoundup BlogSalesActionPlan.com

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.Sales Podcast and Sales BlogVisit our Website to Get Detail Show NotesSalesRoundup BlogSalesActionPlan.com

There is a big difference between selling product and selling a service. You need to convince the prospect of your ability to deliver without them being able to see or touch anything before the sale. In this episode Mike and Joe talk about the unique characteristics of selling consulting services and strategies sales professionals can utilize to increase your chances for success.Sales Podcast and Sales BlogVisit our Website to Get Detail Show NotesSalesRoundup BlogSalesActionPlan.com

Sales people are an odd breed in many ways and one of those ways is in how they file their taxes. Because sales often involves travel, entertainment and other miscellaneous expenses its important that sales people know how that affects their taxes. In this episode Joe and Mike talk about the different options available to sales people to lower their taxes.Sales Podcast and Sales BlogVisit our Website to Get Detail Show NotesSalesRoundup BlogSalesActionPlan.com

In part two of this two part episode Mike and Joe talk about how to take your sales goals and convert them into a Key Account plan that can guide your activity throughout the year.Sales Podcast and Sales BlogVisit our Website to Get Detail Show NotesSalesRoundup BlogSalesActionPlan.com

A smart person once said you need to plan your work and work your plan. In last week's episode we talked about setting goals for the new year. In part one of this two part episode Mike and Joe talk about how to take those sales goals and convert them into an territory plan that can guide your activity throughout the year.

Sales Podcast and Sales BlogVisit our Website to Get Detail Show NotesSalesRoundup BlogSalesActionPlan.com

Back to Zero. Most sales people are starting a new sales year. The sales counter is set back to zero and its time to start chipping away at the sales quota your organization has set for you. Its also time to define your personal sales goals – what do you want to accomplish this year? In this episode Mike and Joe talk about how to go about defining your sales goals for the year and then begin the discussion on translating those goals into a territory or sales plan.

Sales Podcast and Sales BlogVisit our Website to Get Detail Show NotesSalesRoundup BlogSalesActionPlan.com