Getter Done!
Teeing it up for Q4

Mike and Joe talk about how to ensure you get your deals done by year end. Don't miss this one. You may just get the nugget you need to put you over the finish line!

Getting your competition fired!

What strategy do you use to overcome the competition? Do you know what they say about you? Joe and Mike discuss strategies for dealing with competitors that will get them fired and help you make more sales. Sales Podcast!

Pop goes the bubble!
Selling in today's business environement

Its been about half a decade since the bubble burst on the dotcom world but the ripple effect is obvious in the way organizations buy large ticket items and, consequently, the way we have to sell. Joe and Mike talk about the way selling has changed since the bubble popped and the things sales people need to key in on during the sales process to be successful in today’s market. Sales Podcast

Its Labor day again!
Our one year anniversary show!

Has it really been a year! The first SalesRoundup Podcast was launched on September 5th, 2005. Joe and Mike talk about some the memorable moments on the show, share some stories and talk about what’s coming up the year ahead

Its all in the fine print!
Leveraging your contract people to maximize your sales effort

The ability to negotiate contracts successfully can make or break a sale AND have a huge impact on your ongoing relationship with the client. Its imperative that thought and planning go into the negotiation and execution of a contract and the relationship between a salesperson and his/her organization’s contract or legal team is key. Joe and Mike talk about talk about how to work with your contract people to make them a positive factor, instead of a negative factor in the sales process.

Putting Your Mouth Where Your Money Is!
What to say or not to say in your initial meeting.

How often are you in front of your customers or prospects? Answer: Not as often as you should be. So what do you do when you get your first meeting? We’ve all heard the quote “Talk Half As Much And Listen Twice As Much” but actually the money is in the questions. Sales Podcast

Buy now, pay later!
Using financing options to overcome budgetary objections

There is a huge industry that many sales people aren’t aware of comprised of companies primarily engaged in sales financing or sales financing in combination with leasing. Sales financing companies lend to provide collateralized goods through a contractual installment sales agreement. Joe and Mike show you how to leverage these financing companies to overcome budget and/or cash flow objections. Sales Podcast

Marketing vs. Sales
Can’t we all just get along?

Marketing is everything that you do to reach and persuade prospects. The sales process is everything that you do to close the sale and get a signed agreement or contract. However it's not uncommon for a company to be unbalanced when it comes to these two ingredients of business success. Are you effectively integrating your marketing and sales process?

Psycho Sales Babble
Who said sales is easy,
Its hard deal with it!

How do you deal with the emotional rollercoaster ride common to almost every sales job? How do you fight the sales anxiety monster? Joe and Mike talk about how to react to the emotional peaks and troughs of selling, how to increase your own personal motivation and how to manage others through it. In the words of James Whitcomb Riley: "The most essential factor is persistence - the determination never to allow your energy or enthusiasm to be dampened by the discouragement that must inevitably come." Sales Podcast!

Take it or Leave it!...The Sales Negotiating Podcast!

The ability to negotiate effectively with your customers and with people inside your organization is not only critical to your closing rate but makes a big difference in how much money you take home. Joe and Mike discuss the tactical negotiation skills you can use in a competitive environment with challenging prospects and customers. Negotiating Sales Podcast!

If it Walks like a Duck!
The Personal Branding Podcast?

How do your clients perceive you? What traits would they use to describe you? How would you want them to describe you, i.e., what is your “Personal Brand”? In advertising terms, branding is the "image" created in the minds of people when they see or hear a name, product or logo. Companies invest a lot of money in creating and maintaining their brand, how much do you invest in developing your own "Personal Brand"?. Mike and Joe talk about Personal Branding and how you can leverage it to differentiate yourself personally and develop a reputation that will help you earn more money. Sales Podcast

Getting Into the Head
of the EIEIO?

As professional salespeople, we need to earn the respect of C-level buyers. . All C-level executives have had experiences with salespeople through personal purchases of say, automobiles, houses, insurance etc… Based on these experiences, they have group us all together into the same category. If we are selling to the CIO, WELL that poses an additional complexity. You see, CIO's come from a technical background, where the past 25 years of their life has been based on scientific notation and a logical structured thought process. We need to understand how they think and make decisions by Getting into the head of the EIEIO. Sales Podcast.