How to successfully navigate through the obstacles created by your own organization that prevent you from selling!

Do you sometimes feel that your own company is intentionally or unintentionally making it harder for you to sell? Does your company make you perform lots of tasks that have nothing to do with selling? Did you ever bust your hump to get a deal closed and when you submited it your company it became more difficult to process the order than it was to sell the deal to the prospect? If any of these happened or are happening to you then you're a victim of the sales prevention department. In this episode Joe and Mike talk about how to successfully navigate through the obstacles created by your own organization that prevent you from selling.

Sales Podcast and Sales Blog
Visit our Website to Get Detail Show Notes
SalesRoundup Blog

Nothing is certain but death, taxes and Sales Reorganizations! Each year companies go through an organizational revamping hoping to increase sales and profit. Senior managers are planning right now for next year's territory changes. So what should you do to minimize your impact? Mike and Joe talk about how you can survive the inevitable sales reorganization and reduce the impact to your territory.

Sales Podcast and Sales Blog
Visit our Website to Get Detail Show Notes
SalesRoundup Blog

How to get through a sales performance or territory review when you’re not doing well

Your performance this year is not materializing the way you planned.  Your sales are down and you are no where near your quota.   Just when you think things couldn’t get any worse your manager (or even better some corporate sales exec) needs to meet with you to do a performance or territory review.  Talking about walking into the lions den!  In this episode Joe and Mike talk about how to make it out of your performance review alive when things are not going all that well.

Sales Podcast and Sales Blog
Visit our Website to Get Detail Show Notes
SalesRoundup Blog

Sales Methodology, The Importance of Clients Relationships in the Sales Process

People buy from people they like.  People buy more from people they like and have a good relationship with than from any other people. Successful sales people know that developing great relationships with clients leads to more sales. In this episode Joe and Mike talk about how to go about building the types of relationships that can lead to more sales success.

Interview with:

Linda Richardson - Founder/Chairwoman of Richardson and author of the NY Times Best Seller "Perfect Selling"

Sales Podcast and Sales Blog
Visit our Website to Get Detail Show Notes
SalesRoundup Blog

Let’s face it some of the most compelling sales messages don’t stick.  How many times have you delivered a very compelling argument about why someone should buy your product or service only to find the message had fallen on deaf ears?  How many times did you think given the facts the sale would be a “no brainer” for the buyer, but it wasn’t?  Why do some sales messages just seem to die?  The most compelling reasons for someone to buy from you can be lost if the message isn’t presented right.   Its not about the content being presented its about the context in which its presented.  In part three of this three part series on making your sales message stick Joe and Mike discuss making your sales message emotional and how to use stories to make the message stick.

Sales Podcast and Sales Blog
Visit our Website to Get Detail Show Notes
SalesRoundup Blog

Made to Stick a Sales methodology.

Face it, some of the most compelling sales messages don't stick.  How many times  have you delivered a very compelling argument about why someone should buy your product  or service only to find the message had fallen on deaf ears?  How many times did you  think given the facts the sale would be a "no brainer" for the buyer, but it wasn't?   Why do some sales messages just seem to die?  The most compelling reasons for someone  to buy from you can be lost if the message isn't presented right. It's not about the  content being presented it's about the context of the presentation.

This series is based on the book "Made to Stick" by Chip and Dan Heath which is all  about why some ideas survive and others die. Part two of this three part series on  making your "sales message stick"! Joe and Mike discuss two techniques to effectively communicate your sales message; Concrete and Credible.

Sales Podcast and Sales Blog
Visit our Website to Get Detail Show Notes
SalesRoundup Blog

Made to Stick a Sales methodology.

Let's face it some of the most compelling sales messages don't stick.  How many times have you delivered a very compelling argument about why someone should buy your product or service only to find the message had fallen on deaf ears?  How many times did you think given the facts the sale would be a "no brainer" for the buyer, but it wasn't?  Why do some sales messages just seem to die?  The most compelling reasons for someone to buy from you can be lost if the message isn't presented right. It's not about the content being presented it's about the context of the presention. 

This series is based on the book "Made to Stick" by Chip and Dan Heath which is all about why some ideas survive and others die. Part one of this three part series on making your "sales message stick"! Joe and Mike discuss finding and presenting the core of your sales message and presenting it in an unexpected way that will get people's attention and zero them in on why they are really buying.

Improve your Sales productivity through formal sales education

Let's face it no matter how much finesse you think is involved in selling at the end of the day Sales is a science. That said why is it so hard to find educational institutions that offer a degree in Sales?  There are more sales people than there are marketing people, finance people, or lawyers combined.  So why do all those professions have accredited degree programs but not sales?  In this episode Joe and Mike talk about getting a sales education and why educational institutions need to pay more attention to sales as a major.

Sales Podcast and Sales Blog
Visit our Website to Get Detail Show Notes
SalesRoundup Blog

Top Sales Reps always prospect
Cold calling or nontraditional prospecting what works?

If you're not consistently adding new prospects to your pipeline you are not going to be successful long term. Top sales people know that Prospecting is the MOST important aspect of selling.

In this episode Joe and Mike discuss different aspects of prospecting and offer tips on how to be more successful at finding qualified prospects.

Sales Podcast and Sales Blog
Visit our Website to Get Detail Show Notes
SalesRoundup Blog

Serving up the big cheese!

Leveraging your senior executives in a sales cycle

Executive Sales Call Plan - Leveraging your senior executives in a sales cycle

During the sales process sometimes it's necessary to bring in a company evangelist or someone from your senior management team to advance the sale.  Unfortunately doing so is fraught with danger - it could negatively effect the sale and/or the person you bring in might get a negative impression of you.  You have to know when to bring them in, why to bring them in, how to prepare them and how to keep them on message. Most importantly you have to preserve your control over the sales process and not surrender it to your management. In this episode Joe and Mike discuss what you can do to increase your odds of success when you "Serve up the big cheese".

Sales Podcast and Sales Blog
Visit our Website to Get Detail Show Notes
SalesRoundup Blog