Icon-add-to-playlist Icon-download Icon-drawer-up
Share this ... ×
By ...
Embedded player size:
Embedded player preview:
Radio Show - How to Accelerate the Sales Cycle
February 18, 2012 02:30 PM PST

“My sales cycle is getting longer, while my commissions get smaller and my boss gets madder.” Sound familiar?

Yes, the economy seems to be improving, but that still isn’t speeding up the decision making process of buyers these days. And if you’re livelihood depends on their decisions you’re probably hurting right now.

So, what can we do? What choice do we have? How can we help our prospects speed up their decisions so they can benefit from our offering, and we can benefit from a healthy commission check?

To help me tackle this time-sensitive issue I invited Kevin Graham, Managing Director of Empowered Sales Training, to join me on my show.

During the interview we covered:

*How salespeople are increasing their sales cycles without realizing it

*How much does mindset have to do with the speed of a sale?

*What steps can be taken right now to accelerate sales speed?

* And much more!

Be sure to download your three free chapters of BE DO SALE by CLICKING HERE

Radio Show - Selling to Crazy-Busy Buyers with Jill Konrath
February 10, 2012 12:21 PM PST

You call. You email. You stop in. You do whatever you can to get in front of a prospect. And all you hear is “Sorry he is busy.”

Even when you get their attention for a second, keeping their attention, let alone their interest, is also a Herculean effort.

So what do we do? How do we connect with and create sales with buyers who are too busy to breathe?

To help me with that question I invited Jill Konrath, author of SNAP Selling, to join me on my show.

During the interview we covered:

*How, exactly, crazy-busy buyers’ schedules effect their sales preferences

*Why your biggest competitor is not another vendor but your prospect’s status quo

*A new spin on consultative selling for crazy-busy folks

*And much more


Radio Show - Insights for New or Wanna-Be Salespeople
February 02, 2012 03:31 PM PST

“I’ll make my millions by being a salesperson!” It’s a nice idea. But the truth is that not everyone is designed to work in sales. And many folks who get into sales also drop out of it quickly, after they realize sales isn’t just taking purchase orders and handling clients’ checks.

But if you are determined to get into or succeed in sales there are some things you should know upfront.

To give us some real insight into what happens when you get into sales, I invited Louis Lautman, creator of The Young Entrepreneur Society, to join me on my show.

During the interview we covered:

*How to choose where, when and how to start in sales

*How to deal with your own fears when it comes to sales

*Actions you can take to improve your sales skills

*And much more!


Radio Show - Do You Have Reservations about Your Sales Presentations?
January 21, 2012 12:47 PM PST

Presentations are one of the basic tenets of sales processes. And it seems like everyone is trying to figure out how to create a “killer” presentation.

But is there such a thing as a “killer” presentation we can reuse over and over? What are presentations actually doing for – and possibly against – us? and why is there so much trouble delivering presentations?

To tackle these “presenting problem” I asked Tom abbott,  author of The SOHO Solution, to join me on my show.

During the interview we covered:

*The real reason presenting is always a problem for salespeople

*Why the audience zones out and how to wake them up

*How to use a “proof device” in a presentation

*And much more!


Radio Show - The Low Down on Sales Lead Follow Up
January 21, 2012 12:39 PM PST

It is estimated that up 50% of all inbound sales leads are never followed up!

50%!!!!! Why not?!

Now you might be thinking “I’d never let a lead just wither and die.” Or, perhaps, you’re one of the folks who does leave leads just sitting on the table – forever!

How does this happen? Why does it happen? And how can we change it and add those sales that are literally just waiting for us to call?

In order to address this issue I asked Andy Paul, author of Zero-Time Selling, to join me on my show.

During the interview we discovered:

*The common reasons leads get left behind

*Step sales managers and CEOs can take to ensure lead follow up

*The fundamental pieces of good lead follow up

*And much more!


Radio Show - How to Use Business Intelligence from LinkedIn to Drive More Sales
January 07, 2012 01:27 PM PST

So you have a profile on LinkedIn. And your looking to create leads and sales from it…now what do you do? Maybe you’ve tried answering some questions or searching for contacts, but you just can’t seem to get any traction!

Well, good news/bad news, you’re not alone! Most of the folks ON LinkedIn don’t know how to USE LinkedIn.

So, what is the secret? How can we use LinkedIn to get through to decision makers? Or create opportunities? Or drive qualified traffic to our site?

To address these questions I asked Lori Ruff and Mike O’Neill, co-authors of Rock the World with Your Online Presence, to join me on my show.

During the interview we discovered:

*Simple ways to identify decision makers on LinkedIn

*How to edit and leverage your LinkedIn profile for more interest

*Do’s and don’ts of connecting with folks on LinkedIn

*And much more!

Please be sure to CHECK OUT OUR WEBISTE for Blogs, Videos, Interviews, Reports and other free resources!

Radio Show - A Refresher on Relationship Building for Increased Sales
December 30, 2011 11:30 AM PST

There are two schools of thought on the “game” of sales. One school says “Sales is a numbers game.” The other says “Sales is a relationship game.” Which one is right? Is either of them 100% correct? Who knows!

What I do know is that relationship building is vital if you want to bond with a client and create long term, ongoing business with them.

Of course, how do we do it? How do we create real, meaningful, mutually beneficial relationships with clients?

To get some answers I asked Elinor Stutz, author of Nice Girls DO Get the Sale, to join me on my show.

During the interview we covered:

*Why depth of sale trumps speed of sale

*How relationship building will drive you to decision makers

*How to deal with “unfriendly” executives

*And much more


Radio Show - How to Avoid Painfully Long Sales Cycles
December 22, 2011 12:52 PM PST

One of the biggest complaints I hear from the Sales Organizations I talk to is that their sales cycles are getting longer and longer. So the big question becomes: Which has a longer life cycle – the sale or your job?

Long sales cycles are an epidemic. They keep people and organizations from getting the solutions they need right now to solve the problems they have right now, while also hurting the companies and people that should be supplying those solutions. It is arguably the single biggest issue keeping our economy in its fragile state. And it has to stop!

To tackle this problem head on I asked Ian Altman, author of ‘Your Untapped Growth Engine’ and founder of ‘Grow My Revenue,’ to join me on my show.

During the interview we discussed:

*What makes buyers default into the long sales cycle mindset?

*Is trying to get into a company at the highest level a good or bad strategy?

*How do we stop the buyer from shopping our proposal to the lowest bidder?

*And much more!


Radio Show - How to Go from Order-Taker to Business-Advisor in Sales
December 08, 2011 01:37 PM PST

It seems like a Catch 22 out there in the world of sales today; Buyers always seem to start by comparing prices, while we know that they lack the real advice they need before they can honestly compare any solutions.

If we can turn the tables, and get the client to talk with us before they start asking numbers from us, then we can give them the advice they need and earn the trust and respect we need to create the sale.

But how do we do it? How do we go from being just another number babbling order-taker to a respected and often called upon business-advisor?

To discuss this timely topic I asked Jeff Seeley, CEO of Carew International, to join me on my show.

During the interview we discovered:

*How salespeople fall into the order-taker trap without knowing

*The simple steps to transform into a business-advisor almost instantly

*How to apply new measures to these new methods

*And much more


Radio Show - A Simple Guide to How Salespeople Generate Leads Using Social Media
December 01, 2011 04:30 PM PST

“I spend hours trying to ‘do’ social media stuff every week. I put a bunch of stuff out there, but I don’t see (think) it’s doing any good. I’m just not getting any new leads.”

Does that sound familiar?

This is the plight of millions of salespeople who keep trying to use social media to drive new leads but, instead, end up baffled, bewildered and with no new sales to show for all their effort.

Social media is impossible! Or is it? What if there were some SIMPLE, proven actions you could easily do right now that would help you leverage social media in just a few days?

In order to discover those simple steps I asked Kevin Knebl and Landy Chase, authors of ‘The Social Media Sales Revolution: The New Rules for Finding Customers, Building Relationships, and Closing More Sales Through Online Networking’ to join me on my show.

During the interview we covered:

*The first social media action every salesperson needs to take, but only a small percentage actually do

*A simple way to imbed differentiation into your social media efforts

*Which social media site you should focus on based on what you sell and to whom

*and much more

Be sure to visit The GURUS Selling System Website

Previous Page  |  Next Page