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.

Sales Podcast and Sales Blog

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.

Sales Podcast and Sales Blog

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.

Sales Podcast and Sales Blog

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.

Sales Podcast and Sales Blog

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.

Sales Podcast and Sales Blog

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.

Sales Podcast and Sales Blog

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.

Sales Podcast and Sales Blog

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.

Sales Podcast and Sales Blog

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.

Sales Podcast and Sales Blog

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.

Sales Podcast and Sales Blog

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 second part of a four part series Joe and Mike discuss how to assess your Human Capital you’ve been assigned as a sales manager from both a current and historical perspective.

Sales Podcast and Sales Blog

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 you’ve been assigned a s a sales manager from both a current and historical perspective.

Sales Podcast and Sales Blog

Sometimes you have to buy it to sell it! Buying deals from your clients Closing business sooner rather than later is always a good thing. But sometimes clients aren’t 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
Sales Podcast and Sales Blog

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.
Sales Podcast and Sales Blog

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.

Sales Podcast and Sales Blog

Wow It’s our 100th show and two year anniversary! Mike and Joe share there most memorable sales over their careers.

Sales Podcast and Sales Blog

It’s Okay to take VACATION… We did! Mike and Joe’s annual show from summer vacation… Check out the Million Dollar view. And orginal theme song by the Clarke Brothers.

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

Managing your Sales Manager – 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.

Internet 101 for Sales People – 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

Sales Stockholm Syndrome - 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

Professional Sales motivational practices

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.Sales Podcast and Sales Blog 

Sales presentation training for
the professional sales Rep

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.Sales Podcast and Sales Blog 

Sales management training for first time sales managers

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 

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.

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.  

Killer Sales Questions!

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???

This weeks Master is:

Jack Malcolm, President
Falcon Performance Group, Inc.

Sales Research Page

Falcon Performance Group helps companies involved in value-added, complex sales build high-performing and thoroughly professional sales teams—with the knowledge, ability and tools to create value for their customers and consistently deliver outstanding business results.