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When the Headline is You Updated: 2011-05-01 13:52:55 Description: Jeff Ansell’s new book “When the Headline is You: An Insider’s Guide to Handling the Media” is chalked full of excellent content. We caught up with Jeff to ask how a sales producer could benefit from the advice he shares. He provides three ba...more... LISTEN NOW | VIEW CACHE | DOWNLOAD Win Loss Analysis Updated: 2011-02-26 09:30:03 Description: Win Loss Analysis can make a big difference to sales results. Richard Schroder is a guru on win loss; he shares his insights and recommends specific activities which will result in sales gains. Only 18% of companies in the U.S. have a structured win ...more... LISTEN NOW | VIEW CACHE | DOWNLOAD Uber Tele-Sales Updated: 2011-02-13 13:36:15 Description: Jim Domanski shares some of findings published in his published special report on the Top Ten B2B tele-sales trends for 2011. He speaks to the evolution of transactional selling (tele-marketing) to more complex sales and greater growth of team sellin...more... LISTEN NOW | VIEW CACHE | DOWNLOAD Productivity on Steroids Updated: 2011-01-25 00:43:37 Description: Firms selling business-to-business know how hard it is today to win new business and speed up sales. Sales productivity is a really complex problem. John Cousineau summarizes the challenges firms need to overcome to improve their sales productivity, ...more... LISTEN NOW | VIEW CACHE | DOWNLOAD New Rules of Selling Consulting Services Updated: 2011-01-22 20:17:12 Description: Mike Schultz talks about how challenging it has been for consultants and those selling professional services over the past few years. He predicts how buyer attitudes and behavior will change in the upcoming year and how consultants can better adapt t...more... LISTEN NOW | VIEW CACHE | DOWNLOAD Make What You Say Pay Updated: 2010-11-27 23:27:59 Description: Anne Miller is a metaphor evangelist. In her newly released book Make What You Say Pay she shares a number of stories from people who have successfully used metaphors to effectively convey a concept. In this podcast Anne explains how metaphors can he...more... LISTEN NOW | VIEW CACHE | DOWNLOAD Bust Your Slump Updated: 2010-11-27 22:44:04 Description: Paul McCord just released a book Bust Your Slump. He shares some of the content from the book. Paul believe sales slumps happen because of several factors, it is not the lack of activity alone. Negative expectations can often be a major variable that...more... LISTEN NOW | VIEW CACHE | DOWNLOAD The Big Q Updated: 2010-07-14 09:15:05 Description: Nancy Bleeke works with sales people on sales fundamentals and she appreciates how critically important questions are to your success. This podcast looks at common mistakes we fall trap to, then goes on to discuss best practices when developing the s...more... LISTEN NOW | VIEW CACHE | DOWNLOAD Best Sales Practices that Work – Kelley Robertson Updated: 2010-06-08 14:10:22 Description: Kelley Robertson authored an article “17 Best Practices of Top Performing Sales People”, in this podcast he looks at his favorite top five practices. He shares his thoughts on why more sales reps don’t emulate top producers and details some sca...more... LISTEN NOW | VIEW CACHE | DOWNLOAD Chief Revenue Officer Focus Updated: 2010-05-19 09:15:28 Description: Pressure is on Chief Revenue Officers to increase the numbers. Carl Moe explains “revenue as a system” that looks at the revenue model from a holistic perspective. He uses an interesting metaphor of the northern Minnesota family lake cabin to des...more... LISTEN NOW | VIEW CACHE | DOWNLOAD Sales Manager Myths Updated: 2010-05-05 09:19:45 Description: Dave Kahle has specialized in sales management. He’s seen some of the best out there and he’s also seen those who have never had any personal development. In this podcast he discusses a number of sales manager myths. As you listen you might see y...more... LISTEN NOW | VIEW CACHE | DOWNLOAD Social Networking in Sales Updated: 2010-04-07 09:15:38 Description: Jeremy Miller says there is place for social networking in sales. He describes three levels a sales person can employ to leverage social networking. Hear how one of the key benefits to sales people takes little effort. Understand why he calls it “n...more... LISTEN NOW | VIEW CACHE | DOWNLOAD Playing the Sales Game Updated: 2010-03-23 14:42:50 Description: Bill Sayers is passionate about the great game of sales, in this podcast we learn more about playing the game. Bill begins by explaining what you need to know to play the game, in other words, what the rules are. He goes on to explains how you win th...more... LISTEN NOW | VIEW CACHE | DOWNLOAD Tips for Sales Mangers Updated: 2010-03-03 09:10:51 Description: Colleen Stanley specializes in sales and sales management training. We dropped in on her to hear some best practices that sales leaders can use to improve their performance and the performance of their sales team. The tips she shares may not be revol...more... LISTEN NOW | VIEW CACHE | DOWNLOAD The Future of Sales Updated: 2010-02-10 09:15:37 Description: Sharon Drew Morgen is a sales expert who has written 8 sales books and over 1,000 articles on sales. In this podcast she talks about the future of sales and introduces some revolutionary thoughts around sales process that looks at sales from a more h...more... LISTEN NOW | VIEW CACHE | DOWNLOAD Leveraging Sales Coaches Updated: 2010-02-03 09:15:11 Description: Steven Rosen is an expert in leveraging sales coaching. He advocates for the front line sales manager. One of the key differentiators between top sales managers and their ‘average’ counterparts is their ability to effectively coach and develop th...more... LISTEN NOW | VIEW CACHE | DOWNLOAD Networking to Leverage the New Economy Updated: 2010-01-20 09:15:20 Description: Michael J. Hughes suggests getting out and networking is more important now than ever before. He makes sense when he says people’s “trust has been shattered” and one way to counter this is with face to face contact. He promotes the idea the...more... LISTEN NOW | VIEW CACHE | DOWNLOAD More than Just Goals for 2010 Updated: 2010-01-06 09:48:07 Description: Tibor Shanto is a sales process guy. His company is all about helping sales people fill their pipeline and he’s passionate about understanding why and how people succeed. Hitting the New Year is a lot more than resolutions and goal setting says Tib...more... LISTEN NOW | VIEW CACHE | DOWNLOAD Relationships in Every Season Updated: 2009-12-16 09:44:29 Description: Colleen Francis talks about the importance of building relationships as a critical component of sales success. She explains the opportunities of working with existing clients as opposed to targeting new prospects. Colleen shares ideas on how to break...more... LISTEN NOW | VIEW CACHE | DOWNLOAD Chief Revenue Officer Updated: 2009-12-02 09:50:23 Description: Carl Moe focuses on revenue – your revenue. If you wake up at night worried about revenue for your organization this is a podcast you want to listen to. Perhaps you don’t go by the handle Chief Revenue Officer but you have accountability in the c...more... LISTEN NOW | VIEW CACHE | DOWNLOAD Networking for Keeps Updated: 2009-11-25 09:27:40 Description: Mike Mack tackles the practical aspects of networking for keeps. An opponent of handing out cards “like a blackjack dealer” he provides some real life tips on effective networking and building long term relationships. He touches on some things no...more... LISTEN NOW | VIEW CACHE | DOWNLOAD Self Motivation in Sales Updated: 2009-11-11 09:20:29 Description: Jonathan Farrington has been a student of motivation in sales for many years. In this podcast he suggests motivation is fundamental to everything we do. He shares a formula for success and explains in broadest terms, the two types of sales people out...more... LISTEN NOW | VIEW CACHE | DOWNLOAD Power Prospecting Updated: 2009-10-28 10:15:31 Description: Kendra Lee bills herself as a “prospect attraction expert” and has the experience and sales track record to back it up. She shares her thoughts on power prospecting and says there are two fundamental components you need to stand out. One is the m...more... LISTEN NOW | VIEW CACHE | DOWNLOAD Sales Meeting Best Practices Updated: 2009-10-14 10:21:49 Description: Alice Kemper and Nancy Bleeke share best practices on sales meetings. They know sales managers and sales people have a lot on their plates these days and it is more important than ever to ensure sales teams are productive, energized and at the top of...more... LISTEN NOW | VIEW CACHE | DOWNLOAD Selling and Buying Explained Updated: 2009-10-07 10:39:46 Description: Sharon Drew Morgen challenges conventional sales thinking and broadens the selling view to consider a more holistic environment she terms Buying Facilitation®. She contends buyers have many “off-line” decisions they must address which are outsid...more... LISTEN NOW | VIEW CACHE | DOWNLOAD Referral Selling Updated: 2009-09-24 01:17:49 Description: Joanne Black is a sales veteran who specialized in the art (or is it science) of prospecting. Clearly she is an advocate of referral selling, listen to this podcast and you’ll understand why. You will also discover why she has no problem gettin...more... LISTEN NOW | VIEW CACHE | DOWNLOAD Thrive in the New Economy Updated: 2009-09-09 11:00:18 Description: Colleen Francis explains the “new economy” and what you can do to thrive in tougher times. She gives examples of industry sectors that are booming, and then provides specific ideas you can embrace to thrive in the new economy. Colleen frankly sta...more... LISTEN NOW | VIEW CACHE | DOWNLOAD Sales Excellence in Turbulent Times Updated: 2009-09-02 12:00:43 Description: How do you achieve sales excellence in turbulent times? David Johnston discusses sales performance management and the challenges faced globally in improving sales productivity. Keeping top performers is one area of critical concerns David talks about...more... LISTEN NOW | VIEW CACHE | DOWNLOAD Selling to the C-Suite Updated: 2009-08-26 10:54:49 Description: Adrian Davis shares his thoughts on the difference between selling to front line managers and selling to those in the c-suites. He explains what the CEO is looking for, who they are interested in meeting with and why. Adrian shares tips on how to get...more... LISTEN NOW | VIEW CACHE | DOWNLOAD Hiring Sales Talent Updated: 2009-08-19 11:30:15 Description: Mike Brooks has interviewed thousands of sales reps over the phone. He has distilled these conversations down to the key elements needed to consistently identify who will be a top producer and who won’t be. Mike shares three “secrets” to unlock...more... LISTEN NOW | VIEW CACHE | DOWNLOAD Pareto Rules Sales Activity Updated: 2009-08-12 12:04:10 Description: Kelley Robertson suggests activity levels are really important regardless of the state of the economy. He discusses the challenges faced by sales people who are now managing larger territories, heavier account loads, all while resources are shrinking...more... LISTEN NOW | VIEW CACHE | DOWNLOAD Beyond Uncovering Needs Updated: 2009-08-05 12:26:26 Description: Tom Freese took a number of the sales programs when he first got into sales but was frustrated as he found they didn’t tell him “how to sell”. After seven years of doubling sales quota Tom decided to write the first of five books that describes...more... LISTEN NOW | VIEW CACHE | DOWNLOAD Should Sales People Tweet? Updated: 2009-07-29 03:28:15 Description: Social networking has become part of our lives and more recently Twitter has vaulted to the top of the list of what’s hot in technology today. Twitter is in the news; in fact many TV and radio personalities are using Twitter to connect with their a...more... LISTEN NOW | VIEW CACHE | DOWNLOAD Professional Development Updated: 2009-07-22 03:31:00 Description: Paul McCord talks about professional development and how important it is in this current economic environment. He shares ideas on what you can do to enhance your professional skills and competencies. He lists a number of sales resource sites and prov...more... LISTEN NOW | VIEW CACHE | DOWNLOAD What Not To Do Updated: 2009-07-15 11:21:59 Description: Everyone is telling you what to do these days. Jim takes a different approach and tells you what you should NOT be doing to succeed in sales. He suggests knowing what not do can be even more important in some cases than knowing what to do. Jim detail...more... LISTEN NOW | VIEW CACHE | DOWNLOAD Is Trust in Sales an Oxymoron Updated: 2009-07-08 04:01:22 Description: Charles Green is an expert on trust. When asked if trust in sales is an oxymoron you may not like his answer! He boldly expresses why sales has the reputation it does in a way that you may not have appreciated before. If you sell intangible services ...more... LISTEN NOW | VIEW CACHE | DOWNLOAD Trade Show Survival Tips Updated: 2009-07-01 12:21:06 Description: Barry Siskind discusses trade shows survival tips you might consider in this tough economy. Find out how you can scale down without impacting your image. If you find it difficult to measure R.O.I. then you should be tracking R.O.O. (yes he explains w...more... LISTEN NOW | VIEW CACHE | DOWNLOAD The Price Question Updated: 2009-06-24 04:01:57 Description: The “price question” a.k.a. “price objection” can come up anytime and has always been an issue, but perhaps more so during the current challenging economy. Are you aware salespeople can actually create this objection unwittingly? Art Sobczak ...more... LISTEN NOW | VIEW CACHE | DOWNLOAD Intelligent Motivation Updated: 2009-06-17 11:22:09 Description: Jim Cathcart explains how you too can excel at anything you choose. He addresses the polarity of optimism and pessimism in today’s new environment. Jim suggests in every situation there is a way to make it better. He discusses the upside of subscri...more... LISTEN NOW | VIEW CACHE | DOWNLOAD Traps to Avoid When You Speak Updated: 2009-06-10 11:00:00 Description: Patricia Fripp is on leading expert on communications. She helps sales professionals improve how they speak. In this podcast you will hear the biggest communications mistake sales people and how you can avoid it. You will discover the one word even B...more... LISTEN NOW | VIEW CACHE | DOWNLOAD The Art of Effective Follow-up Updated: 2009-06-03 11:21:50 Description: Tim Wackel is big believer that you have to follow-up or you will fail. Once you hear the statistics he presents you will be compelled to listen to the full podcast. He suggests the “why” you need to follow-up is more the science; the “how” o...more... LISTEN NOW | VIEW CACHE | DOWNLOAD Empowering Sales Mindsets Updated: 2009-05-27 11:01:14 Description: Bill Sayers is a huge proponent of sales professionalism. He discusses how the “sales game” has changed over the past fifteen years and what you need to know to be successful today. One of the areas he discusses is the importance of empowering yo...more... LISTEN NOW | VIEW CACHE | DOWNLOAD Controlling Time Updated: 2009-05-20 11:44:45 Description: Controlling time is a challenge and an opportunity. Harlan Goerger takes us back to basics with his five keys to controlling time. His examples will ring true for many, his suggestions will give you pause for thought on ways you can take control of y...more... LISTEN NOW | VIEW CACHE | DOWNLOAD Branding Yourself Online Updated: 2009-05-13 11:32:02 Description: Are you participating in the digital age? If you are considering purchasing something or doing business with an individual or company today, chances are you are typing their name into Google. Jeremy Miller suggests if you don’t have your own websit...more... LISTEN NOW | VIEW CACHE | DOWNLOAD Upside to Recession Selling Updated: 2009-05-06 10:49:20 Description: Recession selling can have an upside to your career so says Jonathan London. He details four key elements you need to be doing in a recession that will benefit you even more when selling in good times. You might want to take out a pen and paper to ca...more... LISTEN NOW | VIEW CACHE | DOWNLOAD The Question is Key Updated: 2009-04-29 16:05:27 Description: Dave Kahle is the author of Question Your Way to Sales Success and is passionate about the power of questions. He believes the single most powerful tool in a salesperson’s tool box today is the question. “It is the key that unlocks all kinds of b...more... LISTEN NOW | VIEW CACHE | DOWNLOAD Selling to Zebras Updated: 2009-04-22 11:03:48 Description: Jeff Koser defines a zebra as a perfect prospect. In this podcast he explains his process of quantifying a prospect against seven quick questions to determine if you should pursue the prospect or not. Jeff suggests when you look at a zebra you know e...more... LISTEN NOW | VIEW CACHE | DOWNLOAD Building Loyalty … and Commissions! Updated: 2009-04-15 10:04:31 Description: Colleen Francis shares ideas and tips on how to strengthen your customer loyalty which leads to improved sales which results in increased commissions! She discusses loyalty programs, tailoring your messages, how you can help your customers, ideas to ...more... LISTEN NOW | VIEW CACHE | DOWNLOAD Quantify – Don’t Qualify Updated: 2009-04-08 10:20:59 Description: Tibor Shanto suggests you move away from being “seller centered” and use techniques to engage the buyer in a more meaningful way. He advocates a quantitative approach that ultimately helps create a sense of urgency. Tibor wants you to think about...more... LISTEN NOW | VIEW CACHE | DOWNLOAD Engaging Presentations Updated: 2009-04-02 01:20:29 Description: Anne Miller shares some very practical advice on how to make engaging presentations. Using Barack Obama and Steve Johns as examples, she explains how you can improve your presentations skills. Using a model she calls the Presentation Engagement Power...more... LISTEN NOW | VIEW CACHE | DOWNLOAD |
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