SalesRoundup Podcast

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

Mon, 1 Dec 2008 10:24:00 GMT

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.

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SRP 081124 Gobble up the Competition A Competitive Sales Strategy

Mon, 24 Nov 2008 17:36:00 GMT

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.

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

Mon, 17 Nov 2008 16:32:00 GMT

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 whoâve 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.

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SRP 081110 Ten tips to a territory turnaround plan Part 2

Mon, 10 Nov 2008 14:39:00 GMT

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.

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SRP 081103 Ten tips to a territory turnaround plan

Mon, 3 Nov 2008 14:09:00 GMT

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.

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SRP 081027 Getting in the door!

Mon, 27 Oct 2008 15:59:00 GMT

As the saying goes âyou can't shoot the dear from the lodgeâ 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.

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SRP 081020 Eliminate the Barney Meetings

Mon, 20 Oct 2008 15:00:00 GMT

How to avoid feel good meetings that donât accomplish anything

Did you ever sit down and count how many meetings youâve 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 âfeel the loveâ, but at the end of the day you got nothing out of it? We refer to these meetings as âBarney Meetingsâ in reference to the big purple dinosaur that entertains kids and sings âI love you, you love me...â Although they may make you feel good Barney meetings are a complete waste of a sales personâs 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.

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SRP 081013 Getting past the Sales Prevention Department

Mon, 13 Oct 2008 12:58:00 GMT

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.

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SRP 081006 Survivors Guide to a Sales Reorganization

Mon, 6 Oct 2008 13:00:00 GMT

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.

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SRP 080929 Putting lipstick on the pig â How to get through a sales performance or territory review when youâre not doing well

Mon, 29 Sep 2008 09:58:00 GMT

How to get through a sales performance or territory review when youâre 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 couldnât 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.

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

Mon, 22 Sep 2008 09:42:00 GMT

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"

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SRP 080915 Stick it to Them - Emotional and Stories

Mon, 15 Sep 2008 10:00:00 GMT

Letâs face it some of the most compelling sales messages donât 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 âno brainerâ for the buyer, but it wasnât? 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 isnât 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.

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

Sun, 7 Sep 2008 22:48:00 GMT

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.

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

Tue, 2 Sep 2008 09:41:00 GMT

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.

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SRP 080825 Getting a PHD in sales!

Mon, 25 Aug 2008 09:33:00 GMT

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.

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SRP080811 Be calling or be bawling!

Mon, 11 Aug 2008 14:10:00 GMT

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.

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

Sun, 3 Aug 2008 22:28:00 GMT

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".

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Annual Vacation Show

Mon, 21 Jul 2008 09:35:00 GMT

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.

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SRP 080714 Summertime Sales Meetings

Mon, 14 Jul 2008 09:54:00 GMT

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.

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

Sun, 6 Jul 2008 23:03:00 GMT

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.

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SRP 080630 Pop Goes the Forecast Improving Sales Forecast Accuracy

Mon, 30 Jun 2008 09:42:00 GMT

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.

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SRP 080623 Hiring Top Sales Talent

Mon, 23 Jun 2008 09:37:00 GMT

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.

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SRP 080616 Handling Incoming Sales leads

Mon, 16 Jun 2008 10:18:00 GMT

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.

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SRP 080609 Measuring the Dollars in the Door

Mon, 9 Jun 2008 09:42:00 GMT

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".

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

Sun, 1 Jun 2008 20:24:00 GMT

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!

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

Sun, 1 Jun 2008 20:24:00 GMT

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

Mon, 26 May 2008 23:55:00 GMT

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.

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

Sun, 18 May 2008 23:21:00 GMT

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.

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

Mon, 12 May 2008 00:27:00 GMT

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.

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SRP 080505 Sales Plan Review Strategy How you doing?

Mon, 5 May 2008 14:16:00 GMT

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.

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SRP 080428 In Sales Time Is Money!

Sun, 27 Apr 2008 21:02:00 GMT

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.

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SRP 080421 Sales Turf Wars â Managing Sales Territory Conflicts

Sun, 20 Apr 2008 19:05:00 GMT

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 â what can happen, how they affect the organization and how to avoid them.

SRP080414 Deal or No Deal Part 3 Dealing with Procurement Bullies

Sun, 13 Apr 2008 19:54:00 GMT

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.

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

Sun, 6 Apr 2008 16:40:00 GMT

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 itâs important to plan for every negotiation session and how Professional Sales people utilize a deliberate negotiating Strategy.

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 GMT

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.

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 GMT

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.

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

Mon, 17 Mar 2008 16:42:00 GMT

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.

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

Sun, 16 Mar 2008 18:34:00 GMT

SRP 080310 A new Sales World Order - Social Networking and Web 2.0

Sun, 9 Mar 2008 13:50:00 GMT

Sales Networking through Social Networking Technology

Are you leveraging Social Networking to drive more sales? Is your marketing department using Web 2.0 to get you more leads? More and more organizations are utilizing social networking technology to make more money. Shouldn't you be doing it too? In this episode Joe and Mike discuss the diferent technologies they use and are aware of and how to utilize them to close more business.

SRP 080303 A diamond in the ruff - Finding good sales talent

Mon, 3 Mar 2008 11:07:00 GMT

Hiring Sales Representatives and Sales Managers

Hiring the right sales people and sales managers is a life or death decision for many organizations. Hire right and you thirve. Hire wrong and your revenue disappears. In this episode Joe and Mike discuss their thoughts on how to go about hiring the best sales people.

SRP 080225 Leveraging what you've discovered to advance the sales cycle - Part three of a three part series on discovery

Sun, 24 Feb 2008 21:09:00 GMT

Do you know how to navigate through a long discovery meeting? Do you know how to end a discovery meeting? In this final part of a three part series on discovery Mike and Joe tell you how to structure the discovery meeting, how to finish it and offer lots of tips that will help ensure you have a successful meeting.

SRP 080218 Asking the Right Questions! Part two of a three part series on discovery

Sun, 17 Feb 2008 20:43:00 GMT

Do you know what is the most important information a salesperson needs to know about a prospect or client? Do you know how to get that information? In part two of this three part series on discovery Mike and Joe talk about what information you need to focus on when doing discovery, the types of questions you need to ask, how to leverage your knowledge to barter for the information you want and how to know definitively whether or not youâre talking to the right person.

SRP 080211-2 Keeping the door open!

Tue, 12 Feb 2008 20:33:00 GMT

Discovery Meetings Selling Strategies for Sales Professionals

You got your first meeting with the prospect. Now what are you going to do? Most sales professionals will tell you about the value of doing discovery but how many of us actually do it effectively? How many times have you or a sales person you know gone in to a discovery meeting only to make a sales pitch before knowing what the prospectÃs problem really is? In part one of this three part series Mike and Joe talk about how to start a discovery meeting, the value of keeping the discovery door open and how to identify when its time to move to the next phase of the sales cycle.

SRP 080204 Trust ME! Selling Consulting - The most intangible sale

Mon, 4 Feb 2008 01:47:00 GMT

Selling Consulting Services as a Sales Professional.

There is a big difference between selling products and selling services. As a sales professional its important to understand what those differences are. In this episode Mike and Joe talk about the unique characteristics of selling services and strategies sales professionals can utilize to increase your chances for success.

SRP 080128 If you don't know where you're going you're never going to get there

Sun, 27 Jan 2008 21:51:00 GMT

It's undeniable that if you don't know where you are going you're never going to get there. So how can you attain your personal sales goals if you don't define what they are? In this episode Mike and Joe talk about how to go about defining your sales goals for the year and then translating those goals into a territory plan.

SRP 080121 A changing of the guard! Taking over a new territory

Sun, 20 Jan 2008 22:25:00 GMT

A changing of the guard. For salespeople, the begiining of a new year often means change - change in territory, change in accounts, etc. Taking over someone else's territory and finding opportunities in previously unsuccessful prospects can be tricky but also very rewarding. In this episode Mike and Joe discuss how to go about finding and working opportunities in previously worked but currently inactive accounts.

SRP080114 Release the Hounds!

Sun, 13 Jan 2008 22:44:00 GMT

If your company's year end was December 31st you might be thinking its time to relax. The year just finished so why not take it easy for a while. WRONG! You're in sales to make money. Its time to get busy. Its time to RELEASE THE HOUNDS! In this episode Joe and Mike give you some ideas about what you should be doing right now to get your year started right.

SRP 071224 The 2007 Holiday Show Merry Christmas and Happy New Years

Mon, 24 Dec 2007 19:12:00 GMT

Merry Christmas and Happy New Year!

SRP 071217 Don't be a scrooge! Holiday gift giving for sales people

Mon, 17 Dec 2007 00:54:00 GMT

Holiday gift giving is part of any good sales strategy. When done correctly it can help you build stronger relationships. It can even be used to make previously unreceptive clients and prospects engage you. In this episode Joe and Mike give you some ideas and strategies for holiday gift giving that will help you build stronger relationships inside and outside your organization.

SRP 071210 Sales strategy and process How to close more sales using a strategic approach

Mon, 10 Dec 2007 11:09:00 GMT

Play Sales Chess not Sales checkers strategic vs tactical

The concept of strategy has been borrowed from the military and adapted for use in business. In sales, as in the military, strategy bridges the gap between policy and tactics. Together, strategy and tactics bridge the gap between ends and means. Strategy answers the question: What are the ends we seek and how should we achieve them, in other words strategy is a plan, a "how," a means of getting from here to there. Too often sales people dive into sales without taking the time to develop a strategy for success and more often than not it results in less than satisfactory results. In this episode Joe and Mike talk about how to go about developing an effective sales strategy that will improve your success and help make more money.

SRP 071203 The Charley Brown Syndrome

Mon, 3 Dec 2007 03:49:00 GMT

If you're familiar with the "Charlie Brown" comic strip you know that no matter how many times he tried Charlie Brown could never kick the football, never pitch a winning game, and never win the affections of the cute little red-headed-girl. "Charlie Brown syndrome" does not refer to the fact that Charlie always lost, it refers to the fact that despite the actuality that he always lost, he just kept doing it. It's this sense of despair and pessimism from facing constant defeat, but within it, always some sort of hope that convinces you that this time, you might just kick the football. In this episode Joe and Mike talk about identifying the Charlie Brown syndrome in the sales process and what you can do to overcome it.

SRP 011126 It's the little things that matter - Champs don't beat themselves

Sun, 25 Nov 2007 23:05:00 GMT

It's the little things that matter - for sales professionals getting the little things right can make the difference between winning a deal and losing a deal more often than not. If you want to be successful you have to do the ordinary things better than everybody else every day. This is especially true in highly competitive sales - close competitive sales are won by paying attention to the details.

In this episode Joe and Mike talk about the little things you need to focus on in every sales cycle in order to make more money.

071119 Stupid Manager! Questions and how to respond to them.

Sun, 18 Nov 2007 22:59:00 GMT

How often has someone in your sales management asked you a question that on the surface appeared stupid or annoying? In this episdoe Joe and Mike talk about some of the stupidest sales management questions and, more imnportantly, how you should respond to them.

SRP 071112 Painting a Picture for Your Prospect

Sun, 11 Nov 2007 22:04:00 GMT

A picture is worth a thousand words. Improve your creditability with your prospect by delivering your message on their whiteboard. Mike and Joe discuss how to deliver a scripted whiteboard presentation.

SRP 071105 The Shortest Route to the Money

Sun, 4 Nov 2007 20:13:00 GMT

The quicker the sales process the faster you make money and the more sales processes you can get engaged in hence the more money you make. In this episdoe Joe and Mike talk about strategies you can use to accelerate the sales process.

SRP 071029 Stop em from going or staying Silent!

Mon, 29 Oct 2007 13:29:00 GMT

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

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.

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

Mon, 22 Oct 2007 00:02:00 GMT

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

Sun, 14 Oct 2007 21:02:00 GMT

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 071008 Assessing your Human Capital Part 2 of a 4 part series on first time sales managers

Sun, 7 Oct 2007 19:12:00 GMT

Becoming a sales manager for the first time is one of the most difficult and challenging career moves of your life â hence the high failure rate for first time sales managers. In this second part of a four part series Joe and Mike discuss how to assess your Human Capital youâve been assigned as a sales manager from both a current and historical perspective.

SRP 071001 First Time Sales Managers Assessing your territory Part 1 of a 4 Part Series

Sun, 30 Sep 2007 21:43:00 GMT

Becoming a sales manager for the first time is one of the most difficult and challenging career moves of your life, hence the high failure rate for first time sales managers. In this first part of a four part series Joe and Mike discuss how to assess the territory youâve been assigned as a sales manager from both a current and historical perspective.

SRP 070924 Sometimes you have to buy it to sell it!

Mon, 24 Sep 2007 00:52:00 GMT

Closing business sooner rather than later is always a good thing. But sometimes clients arenât ready to buy. Joe and Mike discuss sales strategies for closing business early to maximize year end sales results by buying it from the client.

SRP 070917 I hate Q3! But love it or hate it now is the time to?

Mon, 17 Sep 2007 01:06:00 GMT

I Hate Q3! But love it or hate it now is the time to implement your sales strategy to maximize year end sales results. Joe and Mike talk about the things you should do now to finish the year with the biggest bang.

Don't forget the sales tax! On yourself!

Mon, 10 Sep 2007 02:30:00 GMT

Don't forget the sales tax! Do you know what expenses you can and can't deduct from your taxes at the end of the year? Joe and Mike talk about the different options available to sales people to lower their taxes.

SRP 070903 SalesRoundup Podcast & Blog Two Years and 100 Shows!

Mon, 3 Sep 2007 02:53:00 GMT

Wow Itâs our 100th show and two year anniversary! Mike and Joe share there most memorable sales over their careers. Sales Podcast and Sales Blog

SRP 070827 Its Ok to take Vacation

Mon, 27 Aug 2007 00:21:00 GMT

Its ok to take Vacation. The annual Podcast direct from vacation.

SRP 070820 Sales Knowledge Management

Sun, 19 Aug 2007 21:41:00 GMT

Live form Pragmatech! Joe and Mike go on location at Pragmatech Software to learn about Pragmatechâs innovative sales effectiveness applications and talk about sales with the leaders of Pragmatechâs sales and marketing organizations.

SRP 070812 Managing your Sales Manager

Sun, 12 Aug 2007 22:10:00 GMT

Managing your Sales Manager â Sales Managers vary widely in their sales knowledge and management style. Learning how to work with your sales manager and leverage his/her strengths can make a big difference on your sales results. In this episode Mike and Joe talk about managing your sales manager to help you be more successful.

Sales Podcast and Sales Blog

SalesRoundup.com SalesRoundup Blog

SRP 070806 Internet 101 for Sales People. Leveraging the internet to get the information you need to know about your prospects

Mon, 6 Aug 2007 02:00:00 GMT

Leveraging the internet to get the information you need to know about your prospects and clients

Internet 101 for Sales People â leveraging the internet to get the information you need to know about your prospects and clients
In this rerun episode Mike and Joe talk about internet tools Sales professionals use to learn about and keep on top of recent news about your prospects and clients

SalesRoundup.com SalesRoundup Blog

SRP 070730 Sales Stockholm Syndrome Becoming too friendly with your clients to the detriment of your sales performance

Mon, 30 Jul 2007 01:50:00 GMT

Sales Stockholm Syndrome - becoming too friendly with your clients to the detriment of your sales performance.

When a sales person becomes too friendly with his / her client and cross the line. They go too far and put the client above the company. Joe and Mike talk about how sales professionals can protect themselves from getting into that situation.

SalesRoundup Blog SalesRoundup.com

SRP 070723 There is a cure for the summer time blues Overcoming the lull of activity in July and August

Sun, 22 Jul 2007 23:02:00 GMT

There is a cure for the summer time blues - overcoming the lull of activity in July and August

Its mid summer in many locals which means many sales people are experiencing a slump in activity. Joe and Mike talk about how sales professionals can overcome the lull of activity to maximize their sales activity and make more sales.

Visit our website at www.salesroundup.com/blog

SRP 070715 Presentation Nirvana! What will they really remember about your sales presentation

Sun, 15 Jul 2007 22:12:00 GMT

Presentation Nirvana! What will they really remember about your sales presentation and the products and/or services you sell? Joe and Mike talk about how sales professionals can hone their presentation skills to make a lasting impression and,more importantly, make more sales.

SRP 070709 Sales management training for first time sales managers

Mon, 9 Jul 2007 00:23:00 GMT

Triage for the First Time Sales Manager

It's a fact that first time sales managers have a high failure rate. Even the most seasoned sales professionals struggle to make the transition. Joe and Mike talk about how first time sales managers can increase their chances for success. Sales Podcast and Sales Blog

SRP 070702 Open Sesame! Getting in the door - How to land that initial meeting.

Mon, 2 Jul 2007 09:57:00 GMT

Cold Calling Sales Methodology for getting the first meeting

Open Sesame! Getting in the door - How to land that initial meeting.

The purpose of Cold Calling is most often to get that initial meeting. However many Sales Methodologies don't tell you how to land it. Joe and Mike talk about how Sales professionals go about getting that first meeting and how to select or develop the one that's right for you.

SRP 070624 Sales Methodology for Sales professionals

Sun, 24 Jun 2007 15:53:00 GMT

Finding your own Sales Methodology

There are lots of different Sales Methodologies available in print or through Sales Training course. But how does a Sales professional go about selecting and or creating a Sales Methodology they can call their own? Joe and Mike discuss the different Sales Methodologies available and how to select or develop the one that's right for you.

SRP 070618 Sales event planning as part of the sales process for generating prospects and advancing existing sales cycles

Mon, 18 Jun 2007 13:54:00 GMT

"Pay no attention to the man behind the curtain" ! - Sales event planning - a Sales Podcast describing the process of planning and executing effective sales events. When done right sales events can be a very effective means of generating new leads as well as advancing existing sales processes. Joe and Mike discuss how to plan and execute effective sales events.

SRP070611 When the going gets tough, the tough get Coaching

Sun, 10 Jun 2007 22:16:00 GMT

When the going gets tough, the tough get Coaching - Sales Coaching is a great way for Sales professionals to hone their Sales and Sales Management skills. Joe and Mike discuss different approaches to getting good Sales Coaching.

Sales Podcast and Sales Blog

SRP070604 Live From the Vendini Sales Office in Boston MA

Mon, 4 Jun 2007 09:49:00 GMT

Vendini is the fastest-growing ticketing solutions provider in the industry today. They provide dependable and easy-to-use integrated ticketing solutions for any-sized venue. Mike and Joe have a "fire side chat" with the Boston based sales team. We discuss the challenges of a new successful expanding company delivering the latest solution within the integrated ticketing market.

SRP 070528 Road Warriors guide to using reward programs.

Mon, 28 May 2007 11:27:00 GMT

"The Road Warriors guide to using reward programs" Sales professionals often travel a lot so knowing how to utilize and maximize travel reward programs can save save a sales person time, money and increase their standard of living while on the road. Joe and Mike discuss how sales people can get the most out of reward programs.

SRP 070521 Falling on the Sword - The tactical sales tools to use when confronted with an angry prospect or customer / client

Sun, 20 May 2007 16:57:00 GMT

A Sales Podcast and Blog describing the tactical sales tools to use when confronted with an angry prospect or customer/client that needed to be pressured by the Sales person in order to move the sales process forward. Joe and Mike talk about what sales professionals do when confronted with irate clients so you can win deals even after they get angry.

SRP 070513 Selling strategies utilizing confrontation at a sales tool to advance the sales process

Sun, 13 May 2007 21:13:00 GMT

Believe it or not confrontation CAN be used as a tactical sales tool in your sales process. Complex sales cycles can get stalled when clients and/or prospects procrastinate or take steps/make decisions based on incorrect information that jeopardize the sale. Sometimes you need to confront them to get the sales process back on track.

Sales Podcast Sales Blog

SRP 070507 Qualifying the pipeline duds - knowing when to walk away from worthless opportunities

Thu, 3 May 2007 01:39:00 GMT

Increase your close ratio and effectiveness in the complex sales process by utilizing sales techniques that enable you to disqualify prospects earlier in the sales cycle that are not good Sales Opportunities. On this weeks show Mike and Joe discuss complex sales strategies to improve your ability to qualify prospects. Learn about profiling your customer, the process of "Getting to No", the importance of getting the prospect to reveal the budget early, and how to avoid common mistakes such as making too many follow up calls. Sales Podcast and Sales Blog.

SRP 070430 Navigating through a decision by committee sales podcast

Sun, 29 Apr 2007 21:15:00 GMT

Navigating through a decision by committee is the most difficult complex sales you will ever experience. If you find yourself in this type of sales cycle there are some key sales techniques you should employ to improve your close ratio. On this weeks show Mike and Joe discuss complex sales strategies to improve your ability to close the big deal which will untimely increase commissions. Sales Podcast

SRP 070423 Killer Sales Questions!

Sun, 22 Apr 2007 20:38:00 GMT

This week Mike and Joe talk about The best questions to ask during the different phases of the sales cycle: prospecting, discovery, persuasion, closing, negotiation, etc..

"A good sales person is one who employs the Socratic approach to discovering the truth" said Mike??? Sales Podcast

SRP070419 Show Up & Throw Up Selling. Sales Video Podcast

Thu, 19 Apr 2007 14:14:00 GMT

As Promised here is our first SalesRoundup Sales Video Podcast

SRP070416 "Mine" Your Business! Part three of a three part series on effective Account Management

Sun, 15 Apr 2007 10:37:00 GMT

This week Mike and Joe talk about Tactical Tricks of the Trade

Sales Podcast

SRP070409 "Mine" Your Business! Part two of a three part series on effective Account Management

Sun, 8 Apr 2007 23:57:00 GMT

This week mike and Joe talk about the elements of an effective account plan. Sales Podcast

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

Sun, 1 Apr 2007 19:24:00 GMT

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

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

Sun, 25 Mar 2007 23:30:00 GMT

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

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

Mon, 19 Mar 2007 00:19:00 GMT

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

SRP 070312 Letâs Make a Deal! Behind door number Two. Principles of Negotiation

Sun, 11 Mar 2007 20:13:00 GMT

In this episode Mike and Joe talk about negotiating tactics and how to effectively deal with concessions. Sales Podcast

SRP 070304 Letâs Make a Deal! Behind door number one Principles of Negotiation

Mon, 5 Mar 2007 00:54:00 GMT

This week Mike and Joe start a three part series on effective negotiation. Part one, the basic principles of negotiations. Sales Podcast

SRP 070226 Internet 101 for Sales People! Leveraging the internet to get the information you need to know about your prospects

Sun, 25 Feb 2007 17:39:00 GMT

In this episode Mike and Joe talk about internet tools you can use to learn about and keep on top of recent news about your prospects and clients. Sales Podcast

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

Sun, 18 Feb 2007 20:39:00 GMT

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. Theyâll explain how you get past those objections to get the appointment. Sales Podcast

SRP 070212 Dialing for Dollars! Prospecting Part 2 You make the call!

Mon, 12 Feb 2007 00:24:00 GMT

Part 2 of a three part series on prospecting. In this episode Mike and Joe talk about the objectives of cold calling and how to maximize your effectiveness.

SRP 070205 Dialing for Dollars! Prospecting Part 1 Prepping for the Cold Call SalesPodcast

Sun, 4 Feb 2007 19:40:00 GMT

Part 1 of a three part series on prospecting. In this episode Mike and Joe talk about what you need to do BEFORE you make the first call

SRP 070129 What are you doing? Part Three of a three part series on sales territory and account planning

Mon, 29 Jan 2007 01:05:00 GMT

In this episode Mike and Joe talk about the thrid step in territory planning. Major - Key Account Planning! Sales Podcast

SRP 070122 What are you doing? Part two of a three part series on sales territory and account planning.

Sun, 21 Jan 2007 20:37:00 GMT

In this episode Mike and Joe talk about the second step in territory planning. Analyzing Your Territory! Sales Podcast

SRP 070115 What are you doing? Part one of a three part series on sales territory and account planning.

Sun, 14 Jan 2007 13:44:00 GMT

Part one of a three part series on sales territory and account planning In this episode Mike and Joe talk about the first step in territory planning - Setting goals !

SRP 070108 How to get the biggest Kick out of your Sales Kickoff. Sales Podcast

Sun, 7 Jan 2007 22:01:00 GMT

Mike and Joe give you key tips to maximize your sales kickoff!

SRP 070101 Holiday Party II Happy New Year Everyone!

Mon, 1 Jan 2007 13:04:00 GMT

Happy New Year Everyone! Mike and Joe will be back with our regular programming next week. Sales Podcast

SRP 061218 Pump It Up II Sales Podcast

Sun, 17 Dec 2006 21:38:00 GMT

Year End Quota Maximization Strategies
to make your year end deals bigger!

Need to increase a deal to make your quota? Mike and Joe talk about how to grow your existing deals and bring in Q1 business early. Don't miss this one. You may just get the nugget you need to put you over the finish line! Sales Podcast

SRP 061211 Sometimes No! Means Yes? Sales Podcast

Sun, 10 Dec 2006 22:33:00 GMT

Customer objections are part of almost every sales cycle. How many deals have you closed without an obstacle? Learn how Mike and Joe effectively handle any objection while protecting the relationship with the customer. By learning to handle objections correctly, you will improve your sales performance. Sales Podcast!

SRP 061204 Over Under Around or Through ! How to get to the boss if your contact won't bring you!

Sun, 3 Dec 2006 19:45:00 GMT

Mike and Joe talk about how to gain access to power! You will learn techniques on how to get higher in the organization and why itâs important! Sales Podcast.