Rank #1: Webinar: 4 Essential Keys for Sales Negotiation Success
Recording if Mike Schultz's Sept. 23, 2014, webinar.
Sep 23 2014
Rank #2: Improve Key Account Management, Create a Selling Center
When 80% of your business comes from 20% of your customers, it’s critical to retain and grow those accounts. The best way to manage those key accounts is through a Selling Center, a permanent team committed to the account that maintains and increases the value of the relationship over time. Listen as Carl Herman and Joël Le Bon, authors of Key Account Management, explain how to improve your key account management.
Aug 13 2015
Rank #3: How to Turn Your Passion into Profit—An Interview with Lee Frederiksen
When you are a widely known expert on a topic, your and your firm's opportunities increase. What was once a passion of yours becomes highly sought-after expertise that people are willing to pay high fees for. To get to that level, though, you have to increase your visibility. Listen as Lee Frederiksen, co-author of The Visible Expert, explains the qualities of visible experts and the process to become a visible expert.
Oct 21 2014
Rank #4: The Best Prospecting Tool for Sales Teams
Online tools such as email were once considered the best prospecting tools. That is no longer the case. The phone has reclaimed the title as the number one prospecting tool for sales teams. Listen as inside sales expert Trish Bertuzzi explains why the phone is the top tool and what to say during conversations to get buyers to want to learn more.
Sep 03 2015
Rank #5: New Era of Sales Calls for a New Type of Seller
In sales situations, 59% of the executives who make buying decisions don’t want to meet with a salesperson. That doesn’t mean salespeople aren’t needed. It means their role has changed. They’ve become guides in what’s become a very processed-driven selling system. Listen as Tom Searcy, author of Life After the Death of Selling, explains sellers’ new roles and what sales leaders must do to ensure their teams perform well.
Aug 20 2015
Rank #6: How to Shrink the Gap between Sales and Strategy—An Interview with Frank Cespedes
For a business to grow, it must have a strategy and that strategy must be aligned with sales. The problem is often companies don't have a strategy, or if they do, there's a gap between that strategy and what their sales teams are doing. Listen as Frank Cespedes, author of Aligning Strategy and Sales, discusses what make a good strategy, how to reduce the gap between strategy and sales, and how to improve financial performance.
Sep 02 2014
Rank #7: How to Turn a Cold Call into a Warm Call and Get the Meeting—An Interview with Tim Hurson
If you're involved in sales, getting a meeting with a prospect is one of the hardest things to do. And if it involves cold calling, people hate it so much they will do what they can to get out of having to do it. Fortunately, there are ways to turn cold calls into warm calls and improve your chances of getting a meeting. Listen as Tim Hurson, co-author of Never Be Closing, explains what you can do.
Jul 29 2014
Rank #8: Language Patterns that Help You Persuade Customers—An Interview with Peter McLaughlin
Salespeople are often taught to offer buyers rational-sounding reasons for them to buy something. The reality is decisions are made on an emotional and unconscious level. And sellers can use language patterns to affect buyers' decisions. Listen as Peter McLaughlin, author of Becoming the Customer, discusses how to use language patterns alongside sales techniques to persuade customers.
Sep 23 2014
Rank #9: The Key to Winning Government Contracts: Partnerships—An Interview with David Frazier
Government contracts: it's great work if you can get it, many contracting firms say. It's the getting it that can be challenging, for often agencies stick with their preferred vendors. Listen as David Frazier, author of A Survival Guide for Government Contractors, discusses how to get initial government contracts and the pros and cons of doing contract work for the government.
Oct 14 2014
Rank #10: How to Use LinkedIn as a Lead Generation Tool—An Interview with Kevin Knebl
When you know how to use LinkedIn, it becomes a powerful sales and lead generation tool. Listen as social selling Kevin Knebl explains how to use the social media network to prospect for new customers, as well as attract buyers to you.
Oct 28 2014
Rank #11: Speaking Engagements: How to Get Big-League Gigs
If you've been speaking at local events and getting rave reviews from attendees, you might be thinking about joining the circuit of big-name speakers. Before you take your speaking material to that level, however, listen to what Vickie Sullivan has to say. Speaking in the big leagues is very different, and you need to step up your game.
In this podcast, Sullivan, President of Sullivan Speaker Services, explains the important aspects of a speaker's platform—and what should be included in that platform, talks about how publishing a book can lead to big league speaking engagements, and discusses the pros and cons of speaking at trade shows.
Sep 09 2009
Rank #12: Cold Calling Dos and Don'ts
In this day and age, when the Do-Not-Call list is so often put into action, you might think phone sales are things of the past. Not so, says Colleen Francis, Founder and President of Engage Selling Solutions. In fact, she says the phone is still the most effective sales tool.
To succeed at cold calling, however, you need to have a different mindset and you need to follow certain best practices. Think about cold calling as new business development or opening a relationship. Listen as Francis offers advice for leading successful conversations and points out statements that will kill relationships before they even have a chance to get started.
Aug 19 2009
Rank #13: 4 Sales and Marketing Practices that Prevent Company Growth
Sales and marketing teams might think they're helping their company grow. What they don't realize, however, is that in many cases, they unknowingly do the opposite. Listen as Guido Quelle, author of Profitable Growth, explains what they do that prevents a company from growing.
Nov 19 2013
Rank #14: Are Your Marketing Efforts Contributing to Revenue Growth?
If there were one word to describe the future of marketing departments, you might say it's "accountable." Increasingly company executives want to know how marketing will contribute to the firm's top-line revenue growth, and marketers need to start providing answers, says Debbie Qaqish, author of Rise of the Revenue Marketer.
Dec 03 2013
Rank #15: Advanced Tools that Boost Sales Results
Having a CRM to enable your sales team is just table stakes. Today, sellers need advanced tools to help with their sales efforts—tools such as predictive analytics software, cloud-based document software, and esignature software. Listen as Monte Wilson, Vice President, Head of Americas Field Operations for Digital Media at Adobe Systems, discusses how those types of tools help companies win sales—and close them faster—and develop longtime relationships with customers.
Aug 27 2015
Rank #16: The Customer Is Always Right, Even If They’re Wrong
People have strong beliefs. Those beliefs may not be correct, but you will never win those buyers over by telling them their belief system is wrong or flawed. To earn people’s business, you must accept their beliefs for what they are and learn how to communicate in a way that validates what they believe is correct, says Jay Samit, author of Disrupt You!
Aug 05 2015
Rank #17: Sales Enablement Critical to Sellers' Effectiveness
Buyers want personalized messages and conversations with salespeople. Generic selling just won't do. To have those conversations, companies must enable their sales teams, says Aberdeen Group's Peter Ostrow. They must give sellers the tools, content, and support that allow them to speak to a specific persona, vertical, or even company.
Jul 23 2015
Rank #18: 3 Tactics to Grow Revenue and not Sound Like a Pushy Salesperson
You probably know everything required to sell more. The problem is you don't implement those tactics because you worry you are bothering your clients or you think you don't have time to do them. Both of those are misconceptions you need to get past. Listen as Alex Goldfayn, author of The Revenue Growth Habit, three unimposing things you can do now to increase revenue.
Jul 10 2015
Rank #19: 3 Ways Salespeople Can Boost Productivity and Sell More
The average B2B salesperson uses only about a third of their time to actively sell. That means there's much more they can do to be more efficient, complete more sales activities, and win more deals. Listen as Matt Heinz discusses what salespeople can do right now to be more productive and sell more.
Jul 01 2015
Rank #20: Power Language that Persuades Customers
In sales, you have to move your prospects where you want them to go. You do that by using power language that gets them to agree to a series of small things. Listen as Mark Rodgers, author of Persuasion Equation, discusses how to use power language, and the Principle of Nudge to persuade customers to buy from you.
Jun 10 2015