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SalesRoundup Podcast





Published: Mon, 27 Sep 2010 16:00:37 +0000

Last Build Date: Thu, 08 Sep 2016 23:09:42 +0000

Copyright: PodSalesNetwork
 



Sales Negotiating and Pawn Shops – What do they have in common?

Mon, 27 Sep 2010 16:00:37 +0000

What do Pawn Shops and Sales Negotiations have in common? Maybe a lot more than you know. In fact, you can learn a lot about negotiating from watching the interaction between a Pawn broker and his/her clients. In this episode Joe and Mike talk about negotiating and use examples from actual Pawn Broker conversations to illustrate some classic negotiation processes and strategies.


Media Files:
http://traffic.libsyn.com/salesroundup/SRP_100927_EPS225.mp3




Sales Boot Camp

Mon, 28 Jun 2010 11:44:31 +0000

Attention Sales Maggots!   Its time to get off your butts and learn to become real Sales Warriors!   In this episode of the SalesRoundup Joe and Mike are going to break you down and reassemble you into the ultimate Sales Warrior!   Actually. we're just going to let Michael Nick tell you about his free on-line Sales Boot Camp offering.


Media Files:
http://traffic.libsyn.com/salesroundup/SRP_100625_EPS224.mp3




SRP 100528 Sales Process - Back to the Basics

Fri, 28 May 2010 12:41:34 +0000

Confession Of Sin!

Bless us listeners, for we have sinned! It has been way too long since our last podcast...

We have been just out straight with our day jobs and have ignored you... We will say three  Our Fathers, two Hail Marys throw in a Glory Be! along with this show and hope you forgive us!!!

This week we have a great interview with David Masover, Author of "Mastering Your Sales Process".  We know we know, not another sales process podcast... That is what Joe thought when Mike suggested David for the show.  After reading David's book it was clear to Joe that in fact Mastering Your Sales Process is different.. Joe tells the story on the show... Enjoy!


Media Files:
http://traffic.libsyn.com/salesroundup/SRP_100528_ESP223.mp3




SRP 222 Secrets of Selling to Procurement - Cracking the Code Part 3

Mon, 26 Apr 2010 09:52:00 +0000

If you're like most sales people you dread the thought of having to deal with the over-reaching procurement person.   A lot of sales people avoid it like the plague –which is exactly what you shouldn't do.   In part three of this three part series on the secrets of selling to procurement, Joe and Mike interviewed Mario who gave insight into the procurement process.


Media Files:
http://traffic.libsyn.com/salesroundup/SRP_100426_ESP222.mp3




SRP 221 Secrets of Selling to Procurement - Cracking the Code Part 2

Mon, 12 Apr 2010 14:03:00 +0000

If you're like most sales people you dread the thought of having to deal with the over-reaching procurement person.   A lot of sales people avoid it like the plague –which is exactly what you shouldn't do.   In part one of this three part series on the secrets of selling to procurement, Joe and Mike give you some tips for dealing with procurement people and tell a few funny stories based on past experiences.


Media Files:
http://traffic.libsyn.com/salesroundup/SRP_100412_EPS221.mp3




SRP 220 Secrets of Selling to Procurement - Cracking the Code Part 1

Sun, 28 Mar 2010 11:34:00 +0000

If you're like most sales people you dread the thought of having to deal with the over-reaching procurement person.   A lot of sales people avoid it like the plague –which is exactly what you shouldn't do.   In part one of this three part series on the secrets of selling to procurement, Joe and Mike give you some tips for dealing with procurement people and tell a few funny stories based on past experiences.


Media Files:
http://traffic.libsyn.com/salesroundup/SRP_100329_EPS220.mp3




Selling in the New Normal Part 3

Sun, 14 Mar 2010 12:14:00 +0000

The "New Normal" Part 3

Have you heard any sales people say "I can't wait for things to get back to normal"?  We've heard that several times in the past 2 years and it never fails to discourage us.  Hopefully you're not waiting for things to "go back to normal" because guess what?  Normal is here.  Unfortunately you may not recognize it.  It’s "The New Normal" and like it or not, it may be here for a long time so you better learn to deal with it. In part 3 of the series Mike and Joe answer your questions, Yes it's the community mail show!


Media Files:
http://traffic.libsyn.com/salesroundup/SRP_100315_ESP219.mp3




Selling in the New Normal Part 2

Sun, 07 Mar 2010 12:17:00 +0000

Have you heard any sales people say "I can't wait for things to get back to normal"?  We've heard that several times in the past 2 years and it never fails to discourage us.  Hopefully you're not waiting for things to "go back to normal" because guess what?  Normal is here.  Unfortunately you may not recognize it.  It’s "The New Normal" and like it or not, it may be here for a long time so you better learn to deal with it. 

In part 2 of the series Mike and Joe interview Jeff Koser and Chad Koser, award winning authors of Selling to Zebras. Jeff and Chad discuss how we need to adjust our selling style for the "New Normal."


Media Files:
http://traffic.libsyn.com/salesroundup/SRP_100308_ESP218.mp3




Selling in the New Normal

Sun, 28 Feb 2010 14:40:00 +0000

Have you heard any sales people say "I can't wait for things to get back to normal"?  We've heard that several times in the past 2 years and it never fails to discourage us.  Hopefully you're not waiting for things to "go back to normal" because guess what?  Normal is here.  Unfortunately you may not recognize it.  It’s "The New Normal" and like or not it may be here for a long time so you better learn to deal with it. 

In part one of this three part series on Selling in the Normal Joe and Mike discuss what the new normal is and what you need to do to adjust your selling approach so you can be more successful.


Media Files:
http://traffic.libsyn.com/salesroundup/SRP_100229_ESP217.mp3




SRP 100222 Professional’s guide to Key Account Planning Part 3 - Community Mail

Sun, 21 Feb 2010 15:14:00 +0000

Part 3 we answer your Questions on Account Plans

If you sell products and/or services that involve a long or complex sales process, or if you have major accounts that you do a lot of business with, or if you are slowly losing some of your best clients to your competitors and you can't figure out why, then key account planning can have a tremendous impact on your success.

In part three of this three part series on Key Account Planning Joe and Mike respond to your e-mail questions on key account plans (and anything else related to sales you were wondering about).


Media Files:
http://traffic.libsyn.com/salesroundup/SRP_100222_ESP216.mp3




SRP100215 Sales Professional’s guide to Key Account Planning Interview with InfoMentis

Mon, 15 Feb 2010 10:32:00 +0000

If you sell products and/or services that involve a long or complex sales process, or if you have major accounts that you do a lot of business with, or if you are slowly losing some of your best clients to your competitors and you can't figure out why, then key account planning can have a tremendous impact on your success.  

In part two of this three part series on Key Account Planning Joe and Mike interview Phil Bush, Principal with InfoMentis, Inc. on the importance of planning and how to go about creating an effective plan.


Media Files:
http://traffic.libsyn.com/salesroundup/SRP_100215_ESP215.mp3




SRP 100208 The Sales Professional’s guide to Key Account Planning

Mon, 08 Feb 2010 10:32:00 +0000

If you sell products and/or services that involve a long or complex sales process, or if you have major accounts that you do a lot of business with, or if you are slowly losing some of your best clients to your competitors and you can't figure out why, then key account planning can have a tremendous impact on your success.  

In part one of this three part series on Key Account Planning Joe and Mike discuss why key account planning is important, how to go about creating a plan and the various components that need to be in your plan.


Media Files:
http://traffic.libsyn.com/salesroundup/SRP_100208_ESP214.mp3




SRP 100125 The Send Out Cards Show Part 3Income Opportunity – Make money by being a reseller

Mon, 25 Jan 2010 09:57:00 +0000

In the past two SalesRoundup podcasts Joe and Mike introduced you to SENDOUTCARDS - a product that Joe and Mike believe can automate and improve any salesperson’s customer/prospect relationship building as well as provide a systematic approach to generating referrals.  In the last part of this three part series on SENDOUTCARDS Joe and Mike discuss how you can also make money by becoming a reseller.


Media Files:
http://traffic.libsyn.com/salesroundup/SRP_100125_ESP213.mp3




SRP 100118 The Send Out Cards Show Part 2 - Increase your Referrals exponentially

Sun, 17 Jan 2010 16:42:00 +0000

The most successful sales people are the ones who have learned the value of generating referrals.   A successful referral system generates more revenue and costs less than the alternative which is cold calling, advertising  and marketing alone.  However most sales people don’t know how to go about creating referrals.  They lack a systematic approach.  

In part two of this three part series Joe and Mike discuss a successful strategy for cultivating referrals from your clients and introduce you to a unique product that takes the time-consuming work out of the process, is easy to use, cost effective and really works.


Media Files:
http://traffic.libsyn.com/salesroundup/SRP_100118_ESP212.mp3




SRP 100111 The Send Out Cards Show Part 1 - Building better relationships and improving client retention

Sun, 10 Jan 2010 17:59:00 +0000

Statistics show most sales take at least 5 contacts with a client or prospect.  In fact, 80% of sales are made on or after the fifth contact. Many sales people never make it to 5. A lot of them stop trying to connect after the first or second attempt. Even worse if a client DOES buy most sales people don't bother with any follow up communication. Studies show the #1 reason customers stop doing business with a company is "perceived indifference," meaning they feel taken for granted and neglected. Good, consistent communication is key to building great customer relationships. But how do you do that effectively with everything else you have to do? In this first episode of the SalesRoundup for 2010 Joe and Mike discuss a successful strategy for building and managing stronger client and prospect relationships and introduce you to a unique product that takes the time-consuming work out of the process, is easy to use, and is cost effective. [...]


Media Files:
http://traffic.libsyn.com/salesroundup/SRP_100111_EPS211.mp3




SRP 091230 Happy Holidays

Wed, 30 Dec 2009 10:24:00 +0000

Happy Holidays


Media Files:
http://traffic.libsyn.com/salesroundup/SRP_091230_EPS210.mp3




SRP 091214 9 Strategies to Balancing Sales and Life

Tue, 15 Dec 2009 10:35:00 +0000

Everyone knows that sales is a difficult profession. The requirments on your time is much more demmanding than a typical job. In fact, if you let them, sales jobs can have a negative impact on your personal life.  We all know workaholics who live eat and breath their jobs.  But what many people don't consider is that not having a good work/life balance can be very detrimental to your sales results.  In this episode Joe and Mike talk about 9 Strategies to help you Balance Sales and Life to make you happier and wealthier.


Media Files:
http://traffic.libsyn.com/salesroundup/SRP_091214_EPS209.mp3




SRP 091207 Sales Strategies and Tactics for staying in front of clients and prospects

Tue, 08 Dec 2009 10:53:00 +0000

Sales Strategies and Tactics for staying in front of clients and prospects

Stop em from going (or staying) Silent.

The sales process is moving along great when all of a sudden the prospect goes silent/stops communicating/won’t return your calls. What do you do?  In this episdoe Joe and Mike talk about strategies and tactics you can use to get the prospect reengaged and talking again.


Media Files:
http://traffic.libsyn.com/salesroundup/SRP_091207_EPS208.mp3




SRP 091116 Sales Leadership 101

Mon, 16 Nov 2009 18:08:00 +0000

In a majority of sales organizations its standard practice to promote the top sales people into management positions.  Unfortunately its also standard practice to cause these first time sales managers to fail by not providing them the training and support they need to make the transition into management. This is a double disaster for organizations because not only does the organization often get rid of or loose the new manager, they also loose the sales they were bringing in as a top producer.  This week Joe and Mike discuss the pitfalls of promoting your best sales people into management and offer some advice on how to avoid it.

Visit our Website to Get Detail Show Notes
SalesRoundup Blog
SalesActionPlan.com


Media Files:
http://traffic.libsyn.com/salesroundup/SRP_091116_EPS207.mp3




SRP 091109 The Anatomy of a Lousy Pitch

Mon, 09 Nov 2009 18:28:00 +0000

At this very moment millions of people are listening to sales presentations and most of them are probably thinking "when will this be over?" Let's face it sales people exert a lot of energy to get in front of prospects and a good percentage of those sales people blow it by making a mediocre presentation. How are your prospects reacting to your presentations? Are you talking about your client's needs? Could your presentation be better?  What are you doing to distinguish yourself from the competition? This week Joe and Mike discus the anatomy of a lousy pitch and give you some ideas about how you can improve yours.

Visit our Website to Get Detail Show Notes
SalesRoundup Blog
SalesActionPlan.com


Media Files:
http://traffic.libsyn.com/salesroundup/SRP_091109_EPS205.mp3




SRP 091104 Be careful what you ask for as a manager you just might get it!

Mon, 02 Nov 2009 18:38:00 +0000

Establishing A False sense of reality be careful what you ask for as a manager you just might get it

Are you being bombarded with requests from your managers? In tough times insecure management will lash out by requesting detail information about everything you are doing! This is not productive and often times will have an opposite effect.  This week Mike and Joe  discuss or shall we say "commiserate" on what to do when management asks for too much information!

Visit our Website to Get Detail Show Notes
SalesRoundup Blog
SalesActionPlan.com


Media Files:
http://traffic.libsyn.com/salesroundup/SRP_091104_EPS204.mp3




SRP 091026 Prospecting 2.0 Burn the Ships!

Mon, 26 Oct 2009 20:27:00 +0000

Are you seeing a decline in your prospecting results?   Maybe its because you’re not keeping up with the times. Across the board traditional forms of prospecting are loosing their effectiveness.   It might be time to abandon the old methods and move on to new ones.
When Spanish Conquistador Hernando Cortez landed in Mexico, one of his first orders to his men was to burn the ships. In this episode of the SalesRoudup Joe and Mike talk about new ways to prospect and encourage you to “burn the ships” when it comes to doing the same old thing.

Visit our Website to Get Detail Show Notes
SalesRoundup Blog
SalesActionPlan.com


Media Files:
http://traffic.libsyn.com/salesroundup/SRP_091026_EPS203.mp3




SRP 091012 Dealing with "Seemores"

Mon, 19 Oct 2009 09:33:00 +0000

Did you ever have a prospect that seemed really interested in your product/service, always eager to learn more, hear more "SEE more" but yet never getting to the stage of actually buying anything?  These people are commonly referred to as "seemores" and they can waste a lot of your time if you don’t know how to conteract them. In this episode of the SaelsRoudup Joe and Mike  give pointers and how to identify and overcome the "seemores" of the world so you make more sales and earn more money.

Visit our Website to Get Detail Show Notes
SalesRoundup Blog
SalesActionPlan.com


Media Files:
http://traffic.libsyn.com/salesroundup/SRP_091019_EPS202.mp3




SRP 091012 Let's Make a Deal The Principles of Negotiating Part 2

Mon, 12 Oct 2009 16:23:00 +0000

Even though it has one of the most direct and substantial impacts on a sales person's compensation a lot of sales people underestimate the importance of negotiation during the sales process. If you're like most sales people your annual income depends on the total dollar amount you sell. If you're constantly reducing your price to get deals done instead of using a sound negotiating strategy you're acting very effectively. In part two this two part series on negotiating Joe and Mike give you one of 4 negotiating patterns, a couple of strategies buyers use and a couple of strategies that sellers use.

Visit our Website to Get Detail Show Notes
SalesRoundup Blog
SalesActionPlan.com


Media Files:
http://traffic.libsyn.com/salesroundup/SRP_091012_EPS201.mp3




SRP 091005 Let's Make a Deal The Principles of Negotiating Part 1

Sun, 04 Oct 2009 16:07:00 +0000

Even though it has one of the most direct and substantial impacts on a sales person's compensation a lot of sales people underestimate the importance of negotiation during the sales process. If you're like most sales people your annual income depends on the total dollar amount you sell. If you're constantly reducing your price to get deals done instead of using a sound negotiating strategy you're acting very effectively. In part one of this two part series on negotiating Joe and Mike give you a couple of tips to help you prepare for a negotiation and one of the tactics to use while making concessions.


Media Files:
http://traffic.libsyn.com/salesroundup/SRP_091005_EPS200.mp3




SRP 090921 The Germaphobe Show

Sun, 20 Sep 2009 21:21:00 +0000

Flu season is upon us and if anyone is going to catch a cold or the flu its probably going to be salespeople. We're constantly traveling, meeting new people and shaking a lot of hands. Getting sick can really hurt your sales efforts. But what are you supposed to do?  In this episode Joe and Mike discuss some of the things you can do to reduce your chances of getting sick.

Visit our Website to Get Detail Show Notes
SalesRoundup Blog
SalesActionPlan.com


Media Files:
http://traffic.libsyn.com/salesroundup/SRP_090921_EPS199.mp3




SPR090911 Do you know who you are talking to?

Mon, 14 Sep 2009 18:29:00 +0000

Whether you are about to go into an interview or your just looking for organizations that you might want to work for its important to research the organization.   In this episode of the SalesRoundup Joe and Mike talk about how to research an organization when you are looking for a sales job.


Media Files:
http://traffic.libsyn.com/salesroundup/SRP_090911_EPS198.mp3




SRP 090907 Surviving Procurement - Part 2

Mon, 07 Sep 2009 15:31:00 +0000

Negotiating is tough enough but when you have to negotiate with someone who does it for a living, like a professional procurement person,it becomes a real challenge. In part two of this two part series on negotiating with procurement Joe and Mike discuss what to do when you are meeting with a procurement professional.

Visit our Website to Get Detail Show Notes
SalesRoundup Blog
SalesActionPlan.co



Media Files:
http://traffic.libsyn.com/salesroundup/SRP_090907_EPS197.mp3




SRP 090831 Surviving Procurement - Part 1

Mon, 31 Aug 2009 09:36:00 +0000

Negotiating is tough enough but when you have to negotiate with someone who does it for a living, like a professional procurement person,it becomes a real challenge. In part one of this two part series on negotiating with procurement Joe and Mike discuss how to prepare before your initial meeting with a procurement professional.

Visit our Website to Get Detail Show Notes
SalesRoundup Blog
SalesActionPlan.com



Media Files:
http://traffic.libsyn.com/salesroundup/SRP_090831_EPS196.mp3




SRP 090817 Selling Consulting - On Time On Budget or Die!

Sun, 16 Aug 2009 09:02:00 +0000

Selling consulting requires you to convince somebody that you can accomplish a specific goal within a specific timeframe for a specific amount of money. It's a difficult thing to sell to someone who's never done business with you before. It is IMPOSSIBLE to sell to someone you've done business with and failed to deliver on time and on budget. In this episode of the SalesRoundup Joe and Mike discuss why not meeting the client's expectations when seling consulting is the kiss of death for a sales person and what you need to do to make sure that doesn't happen.

Visit our Website to Get Detail Show Notes
SalesRoundup Blog
SalesActionPlan.com



Media Files:
http://traffic.libsyn.com/salesroundup/SRP_090817_EPS195.mp3




SRP 090810 What is Your Sales Therapy?

Mon, 10 Aug 2009 09:43:00 +0000

In order to be in Sales you have to be "on your game”.  It's a high stakes game with little tolerance for slackers.  You need to perform a high level for an extended period of time to be successful.  In much the same way as race cars take pit stops to refuel and retool to reach optimal performance, sales people need a way to relax and reenergize to perform at their best.  In this episode of the SalesRoundup Joe and Mike discuss what they do for “Sales Therapy” to keep their head in the game.

A special interview with Geoffrey James, author of the Sales Machine blog on BNET.com

Visit our Website to Get Detail Show Notes
SalesRoundup Blog
SalesActionPlan.com




Media Files:
http://traffic.libsyn.com/salesroundup/SRP_090810_EPS194.mp3




SRP 090803 Jump! How High?

Tue, 04 Aug 2009 09:50:00 +0000

Okay we've all been victims to the Jump! How High? Syndrome! This is where during the sales cycle your prospect asks you to jump through hoops and yes we sometimes act out of fear of losing the deal.  They may give short deadlines to respond to a request for information, or may ask you to come tomorrow in and give a demo, or well you get the picture! This week Mike and Joe provide you with a plan on how to deal with demanding prospects during the sales cycle and put you back in the driver's seat!

Visit our Website to Get Detail Show Notes
SalesRoundup Blog
SalesActionPlan.com



Media Files:
http://traffic.libsyn.com/salesroundup/SRP_090803_EPS193.mp3




SRP 070927 Interview with Doyle Slayton from the SalesBlogcast www.SalesBlogcast.com

Mon, 27 Jul 2009 09:10:00 +0000

This week we have a special show. You see we are on Vacation!  However our good friend Doyle Slaton who founded the SalesBlogcast agreed to share with us the sales strategy behind the SalesBlogcast site. In Planning for this episode Doyle asked his readers to suggest sales topics which we discussed in the interview.  Check out Doyle at www.SalesBlogcast.com

Visit our Website to Get Detail Show Notes
SalesRoundup Blog
SalesActionPlan.com



Media Files:
http://traffic.libsyn.com/salesroundup/SRP_090727_EPS192.mp3




SRP 090713 90-day Sales turnaround plan - part 3 days 61-90

Sun, 12 Jul 2009 14:22:00 +0000

Do you want to be successful in sales?  Do you want to be a top performer? Do you know what you need to do for that to happen? If you don't know where you're going how are going to get there? In these times people new to sales need a 90 day plan if they want to hit the road running and experienced salespeople need a 90 day plan to help them overcome the sales slump. In part three of this three part series Joe and Mike discuss how you go about laying out the last thirty days of your 90 day sales turnaround plan.

Visit our Website to Get Detail Show Notes
SalesRoundup Blog
SalesActionPlan.com



Media Files:
http://traffic.libsyn.com/salesroundup/SRP_090713_EPS191.mp3




SRP 090706 A 90-day Sales turnaround plan - part two, days 31-60

Mon, 06 Jul 2009 09:12:00 +0000

Do you want to be successful in sales? Do you want to be a top performer? Do you know what you need to do for that to happen? If you don't know where you're going how are going to get there? In these times people new to sales need a 90 day plan if they want to hit the road running and experienced salespeople need a 90 day plan to help them overcome the sales slump.  In part two of this three part series Joe and Mike discuss how you go about laying out the second thirty days of your 90 day sales turnaround plan.

Visit our Website to Get Detail Show Notes
SalesRoundup Blog
SalesActionPlan.com



Media Files:
http://traffic.libsyn.com/salesroundup/SRP_090706_EPS190.mp3




SRP 090629 A 90 day Sales turnaround plan the Part 1 first 30 days

Mon, 29 Jun 2009 09:00:00 +0000

Do you want to be successful in sales? Do you want to be a top performer? Do you know what you need to do for that to happen? If you don't know where you're going how are you going to get there?

If you are starting in a new territory or just want to kick start an existing one, to ensure your success you will need to map out a 90 day plan.

In part one of this three part series Joe and Mike discuss how you go about laying out the first thirty days of your 90 day sales turnaround plan.

Visit our Website to Get Detail Show Notes
SalesRoundup Blog
SalesActionPlan.com




Media Files:
http://traffic.libsyn.com/salesroundup/SRP_090629_EPS189.mp3




SRP 090622 Selling when they're not Buying

Mon, 22 Jun 2009 09:27:00 +0000

Let's face it times are tough.  People are not buying like they used to.  Times like these are very difficult for sales people.  That said, there are no excuses.  When the going gets tough the tough get going.  Your success or failure is dependent on how you manage to get through these times.  In this episode Joe and Mike discuss some of things you should be doing to persevere.  To sell when they are not buying.

Visit our Website to Get Detail Show Notes
SalesRoundup Blog
SalesActionPlan.com



Media Files:
http://traffic.libsyn.com/salesroundup/SRP_090622_EPS188.mp3




SRP 090615 Take me to the next level A Sales Plan to Sell Higher in your deals

Mon, 15 Jun 2009 12:24:00 +0000

A common problem with many people is getting to the right level of whatever organization you are trying to sell to.  Plenty of people will tell you why you need to do it but not many people tell you how.  In this episode Joe and Mike tell you how to penetrate an organization and actually provide you tips for selling higher!

Visit our Website to Get Detail Show Notes
SalesRoundup Blog
SalesActionPlan.com



Media Files:
http://traffic.libsyn.com/salesroundup/SRP_090615_EPS187.mp3




SRP 090607 Drive by Sales Leadership

Mon, 08 Jun 2009 09:01:00 +0000

Drive by Sales management. Most of us have experienced it one time or another.   Hopefully none of us are guilty of being one. So called Drive by Sales managers are managers who don't focus on helping their sales people close business. They are too busy managing by numbers or performing tasks completely unrelated to getting deals closed. In this episode Joe and Mike discuss the pitfalls of having or being a drive by sales manager and the things you need to focus on in order to be a successful manager and drive more business.

Visit our Website to Get Detail Show Notes
SalesRoundup Blog
SalesActionPlan.com



Media Files:
http://traffic.libsyn.com/salesroundup/SRP_090607_EPS186.mp3




SRP 090601 "Mother may I" selling! A Sales Plan to Survive an Acquisition

Mon, 01 Jun 2009 09:20:00 +0000

You're on top of your game.  You're the alpha dog of your sales organization.  You've got your own territory, you're bringing in sales and no-one's telling you to slow down.  All of a sudden your company gets acquired by a large conglomerate and instead of being top dog you're playing a bit part and you have to ask permission from your company's account manager before you can sell into an account.   Welcome to the world of "mother may I?" selling!  In this episode Joe and Mike discuss what you can do to adapt and thrive in a "Mother may I" selling environment.

Visit our Website to Get Detail Show Notes
SalesRoundup Blog
SalesActionPlan.com



Media Files:
http://traffic.libsyn.com/salesroundup/SRP_090601_EPS185.mp3




SRP 090525 Dealing with a new sales manager.

Tue, 26 May 2009 08:31:00 +0000

The God's gift Syndrome

Did you ever work for a company who hired a new senior sales manager and both the company leaders and new manager acted as if they were god's gift to sales? They run around the organization touting how "everything is now great" and that the new manager will bring us to the promised land.

In this episode Joe and Mike discuss how to deal with a new sales manager.

Visit our Website to Get Detail Show Notes
SalesRoundup Blog
SalesActionPlan.com




Media Files:
http://traffic.libsyn.com/salesroundup/SRP_090525_EPS184.mp3




SRP 090518 We'll make it up on volume! NOT - Reducing the cost of sales

Mon, 18 May 2009 09:04:00 +0000

Keeping the cost of sales down is important to the health of any organization.  It can also be important to a sales person's compensation that is based on net profit as opposed to gross revenue. So how do you keep your cost of sales down?   In this episode Joe and Mike discuss techniques and approaches to reduce the cost of sales.

Visit our Website to Get Detail Show Notes
SalesRoundup Blog
SalesActionPlan.com



Media Files:
http://traffic.libsyn.com/salesroundup/SRP_090518_EPS183.mp3




SRP 090511 Getting a Sales Job – Perfecting The Interview Process. Part 3 of a 3 part series

Mon, 11 May 2009 09:23:00 +0000

In this economy its very tough to find a good sales job.  With companies downsizing there are a lot more candidates than there are jobs to fill.   That's why if you are looking for a sales job its more important now than ever to use a deliberate, strategic approach to getting it.  In part three of this three part series on getting a sales job Joe and Mike discuss how to prepare for the interview process.Visit our Website to Get Detail Show NotesSalesRoundup BlogSalesActionPlan.com [...]


Media Files:
http://traffic.libsyn.com/salesroundup/SRP_090511_EPS182.mp3




SRP 090503 Getting a Sales Job - Finding the right opportunities and dealing with recruiters. Part 2 of a 3 part series

Mon, 04 May 2009 12:16:00 +0000

In this economy it's very tough to find a good sales job.  With companies downsizing there are a lot more candidates than there are jobs to fill.   That's why if you are looking for a sales job its more important now than ever to use a deliberate, strategic approach to getting it.  In part two of this three part series on getting a sales job Joe and Mike discuss how to find the right opportunities and how to deal with recruiters.

Visit our Website to Get Detail Show Notes
SalesRoundup Blog
SalesActionPlan.com



Media Files:
http://traffic.libsyn.com/salesroundup/SRP_090503_EPS181.mp3




SRP090427 Getting a Sales Job - Assessing your qualifications and resume building. Part 1 of a 3 part series

Mon, 27 Apr 2009 12:32:00 +0000

In this economy it's very tough to find a good sales job.  With companies downsizing there are a lot more candidates than there are jobs to fill. That's why if you are looking for a sales job it's more important now than ever to use a deliberate, strategic approach to getting it.  In part one of this three part series on getting a sales job Joe and Mike discuss how to go about assessing your qualifications and building a resume.

Visit our Website to Get Detail Show Notes
SalesRoundup Blog
SalesActionPlan.com



Media Files:
http://traffic.libsyn.com/salesroundup/SRP_090427_EPS180.mp3




SRP 090420 Mike is out sick. Send him a get well email!

Mon, 20 Apr 2009 09:21:00 +0000

Hey Everyone

Mike is out sick this week so we are taking a week off so he can get better.  Let's have some fun with him and send him a get well e-mail.


Media Files:
http://traffic.libsyn.com/salesroundup/SRP_090420_EPS179.mp3




SRP090413 How much is it? The fundamentals of pricing what you sell

Mon, 13 Apr 2009 17:00:00 +0000

If you're fortunate enough to sell something that allows you the flexibility to negotiate price, it is important to maximize the deal while making it more attractive to the buyer.  In this episode Joe and Mike discuss various aspects of pricing products and services that you should consider before preparing your next sales proposal.

Visit our Website to Get Detail Show Notes
SalesRoundup Blog
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Media Files:
http://traffic.libsyn.com/salesroundup/SRP_090413_EPS178.mp3




SRP 090406 Discovery IS the Sales Process – The Discovery Centric Selling Process – Part 4 of 4

Mon, 06 Apr 2009 09:31:00 +0000

Its 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 four of this four part series Joe and Mike discuss how to complete the discovery centric selling process and walk you through some real life examples of what the process looks like.Sales Podcast and Sales BlogVisit our Website to Get Detail Show NotesSalesRoundup BlogSalesActionPlan.com [...]


Media Files:
http://traffic.libsyn.com/salesroundup/SRP_090406_EPS177.mp3




SRP 090330 Discovery IS the Sales Process - The Discovery Centric Selling Process – Part 3 of 4

Mon, 30 Mar 2009 09:50:00 +0000

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 two 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 Blog

Visit our Website to Get Detail Show Notes
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Media Files:
http://traffic.libsyn.com/salesroundup/SRP_090330_EPS176.mp3




SRP090323 Discovery IS the Sales Process - The Discovery Centric Selling Process - Part 2 of 3

Mon, 23 Mar 2009 09:56:00 +0000

Discovery Centric Selling
Part 2 of a 3 part series
Selling The Discovery Process.

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 two 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 Blog
Visit our Website to Get Detail Show Notes
SalesRoundup Blog
SalesActionPlan.com


Media Files:
http://traffic.libsyn.com/salesroundup/SRP_090323_EPS175.mp3




SRP090316 Discovery IS the Sales Process - The Discovery Centric Selling Process - Part 1 of 3

Mon, 16 Mar 2009 08:50:00 +0000

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 Blog
Visit our Website to Get Detail Show Notes
SalesRoundup Blog
SalesActionPlan.com


Media Files:
http://traffic.libsyn.com/salesroundup/SRP_090316_EPS174.mp3




SRP 090309 Every Sales Person's New Worst Competitor and boy are they tough! Part 2

Mon, 09 Mar 2009 09:25:00 +0000

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 Blog
Visit our Website to Get Detail Show Notes
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SalesActionPlan.com


Media Files:
http://traffic.libsyn.com/salesroundup/SRP_090309_EPS173.mp3




SRP 090302 Every Sales Person's New Worst Competitor and boy are they tough!

Mon, 02 Mar 2009 10:50:00 +0000

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 Blog
Visit our Website to Get Detail Show Notes
SalesRoundup Blog
SalesActionPlan.com


Media Files:
http://traffic.libsyn.com/salesroundup/SRP_090302_EPS172.mp3




SRP 090222 Top of the funnel to ya! Early stage Pipeline Development is Critical to Your Success

Sun, 22 Feb 2009 22:03:00 +0000

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 Blog
Visit our Website to Get Detail Show Notes
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SalesActionPlan.com


Media Files:
http://traffic.libsyn.com/salesroundup/SRP_090222_EPS171.mp3




SRP 090215 You're the next contestant on "The price is wrong!" Overcoming The Sales Price Objections!

Mon, 16 Feb 2009 00:45:00 +0000

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 Blog
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Media Files:
http://traffic.libsyn.com/salesroundup/SRP_090215_EPS170.mp3




SRP 090209 Selling the Invisible – How to sell Consulting Services with or without a product sale.

Mon, 09 Feb 2009 09:50:00 +0000

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 Blog
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Media Files:
http://traffic.libsyn.com/salesroundup/SRP_090209_EPS169.mp3




SRP 090202 Death and Taxes - Our Annual Tax Show – What sales people should consider before filing their taxes

Sun, 01 Feb 2009 22:25:00 +0000

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 Blog
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SalesActionPlan.com


Media Files:
http://traffic.libsyn.com/salesroundup/SRP_090202_EPS168.mp3




SRP 090124 Creating a Sales Action Plan – Part two of a two part series on creating your territory plan for the new year!

Sun, 25 Jan 2009 15:22:00 +0000

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 Blog
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SalesActionPlan.com


Media Files:
http://traffic.libsyn.com/salesroundup/SRP_090124_EPS167.mp3




SRP 090119 Creating a Sales Action Plan – Part one of a two part series on creating your territory plan for the new year!

Sun, 18 Jan 2009 13:11:00 +0000

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 Blog
Visit our Website to Get Detail Show Notes

SalesRoundup Blog
SalesActionPlan.com



Media Files:
http://traffic.libsyn.com/salesroundup/SRP_090119_EPS166.mp3




SRP 090112 What are you going to do this year? Setting Your Sales Goals for the New Year

Thu, 08 Jan 2009 10:16:00 +0000

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 Blog
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SalesRoundup Blog
SalesActionPlan.com



Media Files:
http://traffic.libsyn.com/salesroundup/SRP_090112_EPS165.mp3




The SalesRoundup Annual Holiday Party

Wed, 31 Dec 2008 16:14:00 +0000

The SalesRoundup Annual Holiday Party

Happy Holidays Everyone!



Media Files:
http://traffic.libsyn.com/salesroundup/SRP_081231_EPS164.mp3




SRP081215 Going out with a bang – Don't wait till next year!

Mon, 15 Dec 2008 10:37:00 +0000

Year end is just around the corner so its time to slow down, reduce your activity level, sit back and cruise through the year end.  YEAH RIGHT!   If you want to make as much money as possible you should be more active than ever.  In this episode Joe and Mike tell you why you should be focused on finding and closing deals and give you some ideas about what to look for to maximize your year.

Sales Podcast and Sales Blog
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Media Files:
http://traffic.libsyn.com/salesroundup/SRP_081215_EPS163.mp3




SRP 081208 What to do with a psycho sales boss

Mon, 08 Dec 2008 16:00:00 +0000

How to deal with a psycho sales manager

Is your boss insane?  Does your boss interfere with your ability to sell? Does he/she ask you to do things that don't make sense and seem like a waste of time? What do you do if your boss is a complete psycho?  In this episode of the SalesRoundup Joe and Mike talk about what you can do if your boss is a psycho.

Sales Podcast and Sales Blog
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Media Files:
http://traffic.libsyn.com/salesroundup/SRP_081208_EPS162.mp3




SRP 081201 Cleaning Up The Mess - What To Do When First Meetings Go Wrong

Mon, 01 Dec 2008 10:24:00 +0000

It's Murphy's Law!  Sometimes someone from your own organization does something in a client meeting, presentation, a phone call or in writing that is very detrimental to your sales process. Your only hope for recovery is to do something that will clean up the mess.  In this episode Joe and Mike talk about how to minimize bad sales meetings but, if they do happen, strategies you can use to recover.

Sales Podcast and Sales Blog
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Media Files:
http://traffic.libsyn.com/salesroundup/SRP_081201_EPS161.mp3




SRP 081124 Gobble up the Competition A Competitive Sales Strategy

Mon, 24 Nov 2008 17:36:00 +0000

Competitive selling is similar to a game of chess.  if you don't have a strategy in mind and/or you don't anticipate your opponents moves your chances of winning are not very good. 

Do you know who your competitors are and what makes what they sell different from yours?  More importantly do you know how to sell against them? Do you know how they sell against you? Do you know how to get this information?  In this episode Joe and Mike talk about working with sources of competitive intelligence and offer advice on ways you can increase your competitive effectiveness so you can win more deals.

Sales Podcast and Sales Blog
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SalesRoundup Blog


Media Files:
http://traffic.libsyn.com/salesroundup/SRP_081124_EPS160.mp3




SRP 081117 Sales Hygiene 101 What turns buyers off to sales people?

Mon, 17 Nov 2008 16:32:00 +0000

Did you ever wonder why so many people are apprehensive about talking to a sales person? Why is it that sales people have such a negative stereotype?  Could it be our own fault?  What is it that turns buyers off to sales people?   In this episode Joe and Mike examine actual feedback from prospects who’ve had bad experiences with sales people, talk about what it was the sales person did wrong and offer suggestions so you can avoid these common mistakes.

Sales Podcast and Sales Blog
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Media Files:
http://traffic.libsyn.com/salesroundup/SRP_081117_EPS159.mp3




SRP 081110 Ten tips to a territory turnaround plan Part 2

Mon, 10 Nov 2008 14:39:00 +0000

Congratulations! You been selected to be the next sales manager. The only problem is the operation you'll be managing has been underperforming for a long time and you will sink or swim based on your ability to turn it around. In part 2 of the is 2 part series on territory turnaround Joe and Mike talk about how a sales manager might go about accessing what's wrong with an underperforming territory and give you a strategy and plan of attack for fixing it.


Sales Podcast and Sales Blog
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Media Files:
http://traffic.libsyn.com/salesroundup/SRP_081110_EPS158.mp3




SRP 081103 Ten tips to a territory turnaround plan

Mon, 03 Nov 2008 14:09:00 +0000

Turning around an underperforming  sales organization Part 1 of a 2 part series

Taking over an underperforming territory can be a daunting challenge even for the most experienced of sales people.  What would you do if you were given that task?   In this episode Joe and Mike talk about how they would go about assessing a new territory and what steps they would take to make it profitable as soon as quickly as possible.

Sales Podcast and Sales Blog
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Media Files:
http://traffic.libsyn.com/salesroundup/SRP_081103_EPS157.mp3




SRP 081027 Getting in the door!

Mon, 27 Oct 2008 15:59:00 +0000

As the saying goes “you can't shoot the dear from the lodge” meaning you can't close business sitting in your office.  You need to get in front of potential clients to be successful in sales.  But how do you get in front of them?  How do you get in the door? 
In this episode Joe and Mike talk about how to leverage references and what to say to potential prospects to entice them to meet with you.  To help you get invited in through that proverbial door.

Sales Podcast and Sales Blog
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Media Files:
http://traffic.libsyn.com/salesroundup/SRP_081027_EPS156.mp3




SRP 081020 Eliminate the Barney Meetings

Mon, 20 Oct 2008 15:00:00 +0000

How to avoid feel good meetings that don’t accomplish anything

Did you ever sit down and count how many meetings you’ve participated in over the last year that turned out to be of no value to your selling efforts?  How about meetings that seemed to go fantastic, where everyone in the room could “feel the love”, but at the end of the day you got nothing out of it?   We refer to these meetings as “Barney Meetings” in reference to the big purple dinosaur that entertains kids and sings “I love you, you love me...”  Although they may make you feel good Barney meetings are a complete waste of a sales person’s time.   In this episode Joe and Mike talk about how to spot Barney meetings, how to avoid them and how, in some instances you can transform them into worthwhile meetings.

Sales Podcast and Sales Blog
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Media Files:
http://traffic.libsyn.com/salesroundup/SRP_081020_EPS155.mp3




SRP 081013 Getting past the Sales Prevention Department

Mon, 13 Oct 2008 12:58:00 +0000

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
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Media Files:
http://traffic.libsyn.com/salesroundup/SRP_081010_EPS154.mp3




SRP 081006 Survivors Guide to a Sales Reorganization

Mon, 06 Oct 2008 13:00:00 +0000

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
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Media Files:
http://traffic.libsyn.com/salesroundup/SRP_081006_EPS153.mp3




SRP 080929 Putting lipstick on the pig – How to get through a sales performance or territory review when you’re not doing well

Mon, 29 Sep 2008 09:58:00 +0000

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
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Media Files:
http://traffic.libsyn.com/salesroundup/SRP_080929_EPS152.mp3




SRP 080922 Relationships, Relationships, Relationships - Building strong bonds with your clients

Mon, 22 Sep 2008 09:42:00 +0000

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

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Media Files:
http://traffic.libsyn.com/salesroundup/SRP_080922_EPS151.mp3




SRP 080915 Stick it to Them - Emotional and Stories

Mon, 15 Sep 2008 10:00:00 +0000

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
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Media Files:
http://traffic.libsyn.com/salesroundup/SRP_080915_EPS150.mp3




SRP080908 Stick it to them - Concrete and Credible. Part 2 of a 3 part series on making sales messages stick.

Sun, 07 Sep 2008 22:48:00 +0000

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
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Media Files:
http://traffic.libsyn.com/salesroundup/SRP_080908_EPS149.mp3




SRP 080901 Stick it to them - Simple and Unexpected. Part 1 of a 3 part series on making sales messages stick.

Tue, 02 Sep 2008 09:41:00 +0000

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.

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

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Media Files:
http://traffic.libsyn.com/salesroundup/SRP_080901_EPS148.mp3




SRP 080825 Getting a PHD in sales!

Mon, 25 Aug 2008 09:33:00 +0000

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
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Media Files:
http://traffic.libsyn.com/salesroundup/SRP_080825_EPS147.mp3




SRP080811 Be calling or be bawling!

Mon, 11 Aug 2008 14:10:00 +0000

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
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Media Files:
http://traffic.libsyn.com/salesroundup/SRP_080811_EPS146.mp3




SRP 080804 Serving up the big cheese! Leveraging your senior executives in a sales cycle

Sun, 03 Aug 2008 22:28:00 +0000

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
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Media Files:
http://traffic.libsyn.com/salesroundup/SRP_080804_EPS145.mp3




Annual Vacation Show

Mon, 21 Jul 2008 09:35:00 +0000

We are on vacation and you are with us.  Mike and Joe are taking some well deserved time off. We will be back with a regular schedule on August 4.

Sales Podcast and Sales Blog
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Media Files:
http://traffic.libsyn.com/salesroundup/SRP_080721_EPS144.mp3




SRP 080714 Summertime Sales Meetings

Mon, 14 Jul 2008 09:54:00 +0000

How to make the most out of sales meetings during the summer time lul in activity

Its summer (at least in the USA) which means people are more relaxed, going on vacations and loosing any sense of urgency about doing business.   If you're a sales person summer often has a negative effect on your ability to close sales.  In this episode Joe and Mike offer up some ideas that might help you improve your sales performance over the summer.

Sales Podcast and Sales Blog
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Media Files:
http://traffic.libsyn.com/salesroundup/SRP_080714_EPS143.mp3




SRP 080707 Casting a wide Net(work) – Our B2B Social Networking Show

Sun, 06 Jul 2008 23:03:00 +0000

Sales Networking

The advent of Web 2.0 presents a whole new opportunity to leverage technology to reach potential prospects and partners.  But where do you start?  In this episode Joe and Mike talk about different social networking tools, how they use them to drive awareness and how you can leverage them to find more opportunities.

Sales Podcast and Sales Blog
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Media Files:
http://traffic.libsyn.com/salesroundup/SRP_080707_EPS142.mp3




SRP 080630 Pop Goes the Forecast Improving Sales Forecast Accuracy

Mon, 30 Jun 2008 09:42:00 +0000

It's the end of the quarter for a majority of sales people which means it's reality check time on how close your actual sales were to what you forecasted. Forecasting is a difficult process fraught with errors but its important to your success to get it right.  In this episode Joe and Mike talk about why the forecasting process often goes astray and what sales people and sales managers can do to improve their forecasting accuracy.

Sales Podcast and Sales Blog
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Media Files:
http://traffic.libsyn.com/salesroundup/SRP_080630_EPS141.mp3




SRP 080623 Hiring Top Sales Talent

Mon, 23 Jun 2008 09:37:00 +0000

Sales Recruitment Hire The Top Sales People in Your Industry

Because of its direct impact on the bottom line hiring the right sales reps and sales managers is critical to the success of any company.  However, there are few challenges as daunting as selecting people with the potential to be top performers.  In this episode Joe and Mike discuss how to go about selecting top sales reps and sales managers including identifying the characteristics that are most important in determining their potential for success.

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

SalesRoundup Blog


Media Files:
http://traffic.libsyn.com/salesroundup/SRP_080623_EPS140.mp3




SRP 080616 Handling Incoming Sales leads

Mon, 16 Jun 2008 10:18:00 +0000

Okay the spring marketing tradeshow circuit is winding down. Does your company have a procedure to handle all the "Sales Leads"?  This week Mike and Joe talk about how to take inquiries and turn them into qualified sales leads.

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

SalesRoundup Blog


Media Files:
http://traffic.libsyn.com/salesroundup/SRP_080616_EPS139.mp3




SRP 080609 Measuring the Dollars in the Door

Mon, 09 Jun 2008 09:42:00 +0000

What do you measure to predict future sales performance?  Is it the number of cold calls made?  The number of face-to-face visits?  The number of opportunities in the pipeline?  Those gauges are important to monitor but how realistic is it to rely on them to forecast sales?  Do those measurements actually help you figure out "the dollars in the door"?

In this episode Joe and Mike talk about the pitfalls of relying on traditional methods of predicting sales results and in some cases how measuring them can negatively impact your sales.   They will also discuss what sales people and sales managers should be looking at and offer a method to determine if you are focusing on the types activity that will lead to "the dollars in the door".

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

SalesRoundup Blog


Media Files:
http://traffic.libsyn.com/salesroundup/SRP_080609_EPS138.mp3




SRP080602 Selling in a Down Economy A Proven Strategy for Success!

Sun, 01 Jun 2008 20:24:00 +0000

In tough economic times elite sales professionals follow a few basic behaviors to assure top performance. In this the final episode of the series "Selling in a Down Economy" Mike and Joe Interview Tim Wackel, founder and president of The Wackel Group, about the top three key sales strategies you should be deploying right now to ensure your success!

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

SalesRoundup Blog


Media Files:
http://traffic.libsyn.com/salesroundup/SRP_080602_EPS137.mp3




SRP 080526 Selling in a Down Economy Part 2 - Understanding Your Customer

Mon, 26 May 2008 23:55:00 +0000

There are a few basic behaviors that top salespeople should follow in tough economic times to sustain their performance. First, make your customer's goals your personal objectives. Demonstrate how your product or service will advance their ambitions. Only propose solutions that solve their business problems! Second, justify all proposals with payback beginning in the current fiscal year. In tough economic times every customer will be looking to save money. Third, and perhaps the most important, reduce their risk! This is especially acute in a down economy. No one wants to take on additional risk when times are tough.

This week Mike and Joe talk with Jeb Blount, author of PowerPrinciples and founder of SalesGravy.com about Understanding Your Customer's needs throughout this turbulent period.

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

SalesRoundup Blog


Media Files:
http://traffic.libsyn.com/salesroundup/SRP_080526_EPS136.mp3




SRP 080519 Selling in a Down Economy - Maintaining A Positive Attitude!

Sun, 18 May 2008 23:21:00 +0000

Part 1 of a three part series on Selling in a Tough Economic Times

In sales there are many things we can control. The economy is not one of them! Even the Federal Reserve Chairman is having a difficult time with the economy. We do however have total control over the one thing that will separate the top sales performers from the nonperformers and that is our attitude.

Attitude drives behavior and if you maintain a positive attitude you will outperform over 80% of your peers. Optimistic sales people will perform better than their negative peers by nearly 40%. You have control over your mind.

This week Mike and Joe talk about Maintaining A Positive Attitude through this tough economic period. Additionally they have an with interview Rocky LaGrone, founder of The Training Group.

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

SalesRoundup Blog


Media Files:
http://traffic.libsyn.com/salesroundup/SRP_080519_EPS135.mp3




SRP 080512 Sales Coaching - Increase your success by hiring a professional sales coach

Mon, 12 May 2008 00:27:00 +0000

 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
Visit our Website to Get Detail Show Notes

SalesRoundup Blog


Media Files:
http://traffic.libsyn.com/salesroundup/SRP_080512_EPS134.mp3




SRP 080505 Sales Plan Review Strategy How you doing?

Mon, 05 May 2008 14:16:00 +0000

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
Visit our Website to Get Detail Show Notes

SalesRoundup Blog


Media Files:
http://traffic.libsyn.com/salesroundup/SRP_080505_EPS133.mp3




SRP 080428 In Sales Time Is Money!

Sun, 27 Apr 2008 21:02:00 +0000

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 BlogSalesRoundup.com    SalesRoundup Blog[...]


Media Files:
http://traffic.libsyn.com/salesroundup/SRP_080428_EPS132.mp3




SRP 080421 Sales Turf Wars – Managing Sales Territory Conflicts

Sun, 20 Apr 2008 19:05:00 +0000

Did you ever have to split a commission with someone in another territory who tried to lay claim to a deal you closed?   Did you ever have someone try to take credit for a deal closed in your territory?   What do you do?   In this episode Joe and Mike talk about sales turf wars – what can happen, how they affect the organization and how to avoid them.


Media Files:
http://traffic.libsyn.com/salesroundup/SRP_080421_EPS131.mp3




SRP080414 Deal or No Deal Part 3 Dealing with Procurement Bullies

Sun, 13 Apr 2008 19:54:00 +0000

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


Media Files:
http://traffic.libsyn.com/salesroundup/SRP_080414_EPS130.mp3




SRP 080407 Deal or no Deal Part 2 - Win the Negotiation Before it Starts

Sun, 06 Apr 2008 16:40:00 +0000

The best chess players are the ones who think several moves ahead and consider every possible countermove their opponent can make.  The same is true for professional negotiators!  The better you plan for an upcoming negotiation the better your chances of getting the deal and making more money.   In episode two of this three part series on strategic negotiating Joe and Mike discuss why it’s important to plan for every negotiation session and how Professional Sales people utilize a deliberate negotiating Strategy.


Media Files:
http://traffic.libsyn.com/salesroundup/SRP_080407_EPS129.mp3




SRP 080331 Deal or no Deal - Negotiating with yourself, NOT a good idea. Part one of a three part series on negotiating!

Sun, 30 Mar 2008 22:03:00 +0000

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.


Media Files:
http://traffic.libsyn.com/salesroundup/SRP_080331_EPS128.mp3




SRP 080324 Actually it's not who you know it's how you leverage who you know to close a sale!

Sun, 23 Mar 2008 23:15:00 +0000

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.


Media Files:
http://traffic.libsyn.com/salesroundup/SRP_080324_EPS127.mp3




SRP 080317v2 It's not what you know it's who you know - getting and using referrals

Mon, 17 Mar 2008 16:42:00 +0000

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.


Media Files:
http://traffic.libsyn.com/salesroundup/SRP_080317_EPS126v2.mp3




SRP 080317 It's not what you know it's who you know - getting and using referrals

Sun, 16 Mar 2008 18:34:00 +0000

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.


Media Files:
http://traffic.libsyn.com/salesroundup/SRP_080317_EPS126.mp3