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.

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.

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

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.

Sales Boot Camp

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!

SRP 100528 Sales Process - Back to the Basics 

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.

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.

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

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.

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.

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

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.

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.

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

The "New  Normal" Part 3Have 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!

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!

Selling in 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 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."

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."

Selling in the New Normal Part 2

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.

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.

Selling in the New Normal

Part 3 we answer your Questions on Account PlansIf 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).

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).

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

A podcast dedicated to the Complex Sales Professional. If you are involved in anyway â€“ Sales - Pre sales â€“ Post Sales â€“ or Sales Management this show is for you! Each week we produce a show to help you improve your skills by giving you unique ideas that will help you earn more money..  In our Sales Master segment we provide expert advice on real life sales situations. If you have a specific question on a deal or a sales situation we have lined up experts in the field to coach you to success. Visit our website at www.salesroundup.com/blog

I learnt just about everything I know about sales from Joe and Mike. You guys have had a enormous impact on my career. Thanks SO much!

Joe and Mike rock!

I can&#39;t believe there are only 16 reviews for this show! It&#39;s really great in so many ways. Really helpful information, and who isn&#39;t in sales in some form or another? Plus, they leave all the episodes on itunes, so I can download all the way back to 2008! Really, fantastic show. I listen with a notebook in hand. Thank you! - Jennifer

Great Show

A podcast dedicated to the Complex Sales Professional. If you are involved in anyway â€“ Sales - Pre sales â€“ Post Sales â€“ or Sales Management this show is for you! Each week we produce a show to help you improve your skills by giving you unique ideas that will help you earn more money.. In our Sales Master segment we provide expert advice on real life sales situations. If you have a specific question on a deal or a sales situation we have lined up experts in the field to coach you to success. Visit our website at <a href="http://www.salesroundup.com/blog" rel="nofollow" target="_blank">www.salesroundup.com/blog</a>

SalesRoundup Podcast

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 NotesSalesRoundup BlogSalesActionPlan.com

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<a href="http://salesroundup.com/blog" rel="nofollow" target="_blank">SalesRoundup Blog</a><a href="http://www.salesactionplan.com/" rel="nofollow" target="_blank">SalesActionPlan.com</a>

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

In this episode Mike and Joe talk about negotiating tactics from the view of the customer and sales professional. Sales Podcast

SRP 070319 Let's Make a Deal! Behind door number Three. Principles of Negotiation

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

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 Notes<a href="http://salesroundup.com/blog" rel="nofollow" target="_blank">SalesRoundup Blog</a><a href="http://www.salesactionplan.com/" rel="nofollow" target="_blank">SalesActionPlan.com</a>

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

Learn how Mike and Joe deal with the competition in a complex cutthroat sales cycle. Don't let the competition drive your deal. Take control of your sales cycle!

SRP 051017 Beat Them to the Punch Overcoming Competitive FUD

Mike and Joe will take you through a 90 day new hire plan! Sales Podcast

SRP 060130 Baptism by Fire for the New Hire Sales Podcast

Okay you invested time sending letters, making cold calls, convincing the prospect to meet with you, coordinating schedules, traveling to the call, now its time to Shut up and listen. In this episode you will learn what to do on your first sales call, and more importantly what to avoid! We have a great interview with Marty Clarke, Author of "Communication Land Mines". Listen and be sure you don't step on one!

SRP 051010 SHUT UP! and Listen… God Gave You Two Ears and One Mouth

In this episode Mike and Joe talk about dumbest things they have done throughout their careers. Sales Podcast

SRP 070326 The five dumbest things Sales people do to sabotage their own success! Sales Podcast

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 NotesSalesRoundup BlogSalesActionPlan.com

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<a href="http://salesroundup.com/blog" rel="nofollow" target="_blank">SalesRoundup Blog</a><a href="http://www.salesactionplan.com/" rel="nofollow" target="_blank">SalesActionPlan.com</a>

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

There's Gold in Them Thar Territories... Mike and Joe will give you prospecting tips to find that sweet nugget of gold in your territory Interview Jeff Goldberg from DEI Management Group Phone office 516.255.9313 Cell 516.314.9037 Email salestrainer@optonline.net The Schiffman Classic! Cold Calling Techniques (That Really Work!)Now in its 5th Edition is only $9.95 at Amazon.com Tech Roundup Segment Natural Soft Text reader

There's Gold in Them Thar Territories... Mike and Joe will give you prospecting tips to find that sweet nugget of gold in your territory Interview Jeff Goldberg from DEI Management Group Phone office 516.255.9313 Cell 516.314.9037 Email salestrainer@optonline.net The Schiffman Classic! Cold Calling Techniques (That Really Work!)Now in its 5th Edition is only $9.95 at <a href="http://Amazon.com" rel="nofollow" target="_blank">Amazon.com</a> Tech Roundup Segment Natural Soft Text reader

SRP 060206 You Get More Gold Panning From the Top of the River! Sales Podcast

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 BlogVisit our Website to Get Detail Show NotesSalesRoundup 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 BlogVisit our Website to Get Detail Show Notes<a href="http://salesroundup.com/blog" rel="nofollow" target="_blank">SalesRoundup Blog</a>

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

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 BlogVisit our Website to Get Detail Show NotesSalesRoundup Blog

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 BlogVisit our Website to Get Detail Show Notes<a href="http://salesroundup.com/blog" rel="nofollow" target="_blank">SalesRoundup Blog</a>

SRP 081013 Getting past the Sales Prevention Department

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 BlogVisit our Website to Get Detail Show NotesSalesRoundup 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 BlogVisit our Website to Get Detail Show Notes<a href="http://salesroundup.com/blog" rel="nofollow" target="_blank">SalesRoundup Blog</a>

SRP 081006 Survivors Guide to a Sales Reorganization

Management Coaching for first time sales managers It's a fact that just like star athletes the most successful sales managers have coaches.   Having a sales management coach is especially important for first time sales managers given their high rate of failure.  In this last part of a four part series on first time sales managers Joe and Mike discuss the importance of getting a coach, what to look for in a coach and how to go about getting one.

Management Coaching for first time sales managers It's a fact that just like star athletes the most successful sales managers have coaches.   Having a sales management coach is especially important for first time sales managers given their high rate of failure.  In this last part of a four part series on first time sales managers Joe and Mike discuss the importance of getting a coach, what to look for in a coach and how to go about getting one.

SRP 071022 Getting a Sales Management Coach Part 4 of a 4 part series on first time sales managers

Hiring the right sales people has a tremendous impact on the success of any Sales Force. But how does a sales manager figure out who the best candidates are? In this third part of a four part series on first time sales managers Joe and Mike discuss some of the secrets to identifying the best sales people BEFORE you hire them.

SRP 071015 Hiring the Right Sales People Part 3 of a 4 part series on first time sales managers

As Promised here is our first SalesRoundup Sales Video Podcast

As Promised here is our first SalesRoundup Sales Video Podcast

SRP070419 Show Up & Throw Up Selling. Sales Video Podcast

Part 3 of a three part series on prospecting. In this episode Mike and Joe talk about overcoming the inevitable objections that WILL come up on a majority of cold calls. They’ll explain how you get past those objections to get the appointment. Sales Podcast

SRP 070219 Dialing for Dollars! Prospecting Part 3 Overcoming objections on the phone

Do you "cave in" and sell on price instead of building value when closing high-profit deals? Stop leaving money on the table! You have a quota to achieve. Mike and Joe have over three decades of experience in negotiating high tech deals. Learn how to close the sale without having to reduce your price!

Do you "cave in" and sell on price instead of building value when closing high-profit deals? Stop leaving money on the table! You have a quota to achieve. Mike and Joe have over three decades of experience in negotiating high tech deals. Learn how to close the sale without having to reduce your price!

SRP 051031 Taming the Vampire’s Bite… How to deal with the negotiator without getting the blood sucked out of your deal

This week mike and Joe start a series on Effective Account Management. Sales Podcast

SRP070402 "Mine" Your Business! Part one of a three part series on effective Account Management Sales Podcast

Learn how to deal with and RFP that you didn't influence!Be a member of the SalesRoundup Team... We are looking for a Sales Person to participate in the Reality Roundup for Q1. If your are interested send an email to Joe@salesroundup.com

Learn how to deal with and RFP that you didn't influence! Be a member of the SalesRoundup Team... We are looking for a Sales Person to participate in the Reality Roundup for Q1. If your are interested send an email to Joe@salesroundup.com

SRP 051114 Don’t Write Novels for Strangers… How to deal with an unsolicited request for proposals - RFPs

Top Sales Reps always prospectCold 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 BlogVisit our Website to Get Detail Show NotesSalesRoundup Blog

Top Sales Reps always prospectCold 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 BlogVisit our Website to Get Detail Show Notes<a href="http://salesroundup.com/blog" rel="nofollow" target="_blank">SalesRoundup Blog</a>

SRP080811 Be calling or be bawling!

The best podcast episodes on Startups. For anyone working in a startup, or anyone interested in the incredible stories behind how people built companies like Instagram, and Facebook. Offering both practical advice and insights, as well as the stories for how many of the biggest startups got to where they are today. Add episodes you're interested into your queue below!

OwlTail

Best Startups Podcasts

The best podcast episodes about true crime. For any thrill seeking podcast listeners who just can't get enough of the captivating stories of murderers and criminals. This topic has all the best episodes from many different true crime podcasts.  Add episodes you're interested into your queue below!