Salesopedia Blog

The Big Q

Clayton Shold — Wed, 14 Jul 2010 09:15:05 +0000

Nancy Bleeke works with sales people on sales fundamentals and she appreciates how critically important questions are to your success. This podcast looks at common mistakes we fall trap to, then goes on to discuss best practices when developing the skill of asking quality questions. She talks about the strategy of utilizing good questions and gets into the tactics you can use right away. She shares her three “i”s (intent, intelligence and interest) and how they can help you raise your game.

Nancy Bleeke is President of SalesPro Insider and is co-owner of Sharpenz – Half Hour of Power sales training kits.

Salesopedia

Best Sales Practices that Work – Kelley Robertson

Clayton Shold — Tue, 08 Jun 2010 14:10:22 +0000

Kelley Robertson authored an article “17 Best Practices of Top Performing Sales People”, in this podcast he looks at his favorite top five practices. He shares his thoughts on why more sales reps don’t emulate top producers and details some scary stats on the lack of sales training in companies.

Kelley gets practical in terms of what works. His suggestions are one you can use right away. Having difficulty getting to a top decision maker? Want to know what his favorite high value question is? Click to find out.

Kelley Robertson is President of The Robertson Training Group and Fearless Selling, Kelley works with sales professionals to help them close more deals in any economy.

Salesopedia

Chief Revenue Officer Focus

Clayton Shold — Wed, 19 May 2010 09:15:28 +0000

Pressure is on Chief Revenue Officers to increase the numbers. Carl Moe explains “revenue as a system” that looks at the revenue model from a holistic perspective. He uses an interesting metaphor of the northern Minnesota family lake cabin to describe how many companies growth has resulted in evolutionary challenges on the revenue front. He explains the focus needed today to be a successful Chief Revenue Officer.

Carl Moe is the author of “Sales Revenue System 2.0 / Your Chief Revenue Officer B2B Success Model.” He is the founder of CRO Success – an organization dedicated to developing and delivering the tools, processes and systems Chief Revenue Officers (CRO’s) need to succeed.

Salesopedia

Sales Manager Myths

Clayton Shold — Wed, 05 May 2010 09:19:45 +0000

Dave Kahle has specialized in sales management. He’s seen some of the best out there and he’s also seen those who have never had any personal development. In this podcast he discusses a number of sales manager myths. As you listen you might see yourself as he describes different sales leaders. Some of these myths influence your management style and this couldn’t be further from the truth.

Dave Kahle is a consultant and trainer who helps his clients increase their sales and improve their sales productivity. Dave has trained thousands of salespeople to be more successful in the Information Age economy. He’s the author of over 1,000 articles, a weekly Ezine, and seven books including 10 Secrets of Time Management for Salespeople, and Question Your Way to Sales Success.

Salesopedia

Social Networking in Sales

Clayton Shold — Wed, 07 Apr 2010 09:15:38 +0000

Jeremy Miller says there is place for social networking in sales. He describes three levels a sales person can employ to leverage social networking. Hear how one of the key benefits to sales people takes little effort. Understand why he calls it “networking on steroids” and then learn how you can make new connections while establishing yourself as a subject matter expert.

It’s not all rosy though, compensation issues may arise and you may find yourself in conflict with your sales manager.

Jeremy Miller is a partner with LEAPJob, a sales recruiting firm in Toronto Canada. He works with top performing sales professionals to advance their careers. He is a regular contributor to a number of magazines including Selling Power and CPSA’s Contact Magazine. He is frequently interviewed on television about the latest sales and hiring trends.

Salesopedia

Playing the Sales Game

Clayton Shold — Tue, 23 Mar 2010 14:42:50 +0000

Bill Sayers is passionate about the great game of sales, in this podcast we learn more about playing the game. Bill begins by explaining what you need to know to play the game, in other words, what the rules are. He goes on to explains how you win the game. He elaborates on how you play the game and play it well. Some of the examples he provides really hit home if you want to be successful in the sales game.

Bill Sayers is a speaker, coach, and sales consultant and author of “Funnels and Forecasts – The Great Game of Sales.” He is a college professor and faculty member of the Canadian Professional Sales Association and the Canadian Management Centre.

Salesopedia

Tips for Sales Mangers

Clayton Shold — Wed, 03 Mar 2010 09:10:51 +0000

Colleen Stanley specializes in sales and sales management training. We dropped in on her to hear some best practices that sales leaders can use to improve their performance and the performance of their sales team. The tips she shares may not be revolutionary but put together then can make a difference in this new economy. Hear what she says about balancing the fun quota with the sales quota.

Colleen Stanley is president of SalesLeadership, Inc., a business development consulting firm specializing in sales and sales management training. The company provides programs in prospecting, referral strategies, consultative sales training, sales management training, and hiring/selection. Colleen is a monthly columnist for Business Journals across the country, author of ‘Growing Great Sales Teams: Lessons from the Cornfield’ and co-author of ‘Motivational Selling.’

Clayton Shold
Salesopedia

The Future of Sales

Clayton Shold — Wed, 10 Feb 2010 09:15:37 +0000

Sharon Drew Morgen is a sales expert who has written 8 sales books and over 1,000 articles on sales. In this podcast she talks about the future of sales and introduces some revolutionary thoughts around sales process that looks at sales from a more holistic approach. Her hypothesis is sales people need a new model to better understand buyers buying decision. She believes traditional sales models are broken and need to change. She advocates sales professionals need new tools and skills to work through what she refers to as buying facilitation.

Sales expert Sharon Drew Morgen joins me from Austin Texas. Sharon Drew is a best selling author of NY Times Business Bestseller “Selling With Integrity”; her latest book is selling well titled “Dirty Little Secrets.”

Salesopedia

Leveraging Sales Coaches

Clayton Shold — Wed, 03 Feb 2010 09:15:11 +0000

Steven Rosen is an expert in leveraging sales coaching. He advocates for the front line sales manager. One of the key differentiators between top sales managers and their ‘average’ counterparts is their ability to effectively coach and develop their people. He comments that the majority of companies do far too little to hone the skills of one of their most important levers to sales success – their sales management team. Listen to how he says this needs to be done.

Steven Rosen has over 15 years as a sales executive in the Pharmaceutical, Over The Counter and Medical Device Industry. He worked his way up from the sales floor to VP of Sales Alcon Canada and Biovail Pharmaceuticals Canada. He specializes in coaching sales leaders. Visit StarResults.com for more information.

Salesopedia

Networking to Leverage the New Economy

Clayton Shold — Wed, 20 Jan 2010 09:15:20 +0000

Michael J. Hughes suggests getting out and networking is more important now than ever before. He makes sense when he says people’s “trust has been shattered” and one way to counter this is with face to face contact. He promotes the idea the “lost art of social contact” is a critical element for success in the new economy. Hear why he says “experience trumps credentials.” Michael is offering a free networking skills assessment; listen to find out how to take it.

Michael J. Hughes is Canada’s Networking Guru. He has honed his business and management skills over 38 years, the last 15 of which building his consulting and training company. Michael is a successful entrepreneur, business coach, international trainer and speaker, and respected author.

Salesopedia

More than Just Goals for 2010

Clayton Shold — Wed, 06 Jan 2010 09:48:07 +0000

Tibor Shanto is a sales process guy. His company is all about helping sales people fill their pipeline and he’s passionate about understanding why and how people succeed. Hitting the New Year is a lot more than resolutions and goal setting says Tibor. More importantly it is about having a road map to get to your goal. Before you set your 2010 goals take a listen to some suggestions of what else you might consider to enhance your chance of hitting and exceeding your goals this year.

Tibor Shanto is the President of Renbor Sales Solutions. He works with companies in Canada, the U.S. and the U.K. helping them increase their revenue though improvements in sales strategy and execution.

Salesopedia

Relationships in Every Season

Clayton Shold — Wed, 16 Dec 2009 09:44:29 +0000

Colleen Francis talks about the importance of building relationships as a critical component of sales success. She explains the opportunities of working with existing clients as opposed to targeting new prospects. Colleen shares ideas on how to break the traditional rules and deploy unconventional thinking as a way to differentiate yourself with your customers. Colleen states “Clients are humans first and clients second” and asks how do you treat your relationships?

Colleen Francis is the Founder and President of Engage Selling Solutions. For over 15 years she has studied the business habits of the top 10% of sales performers in organizations of all sizes and shapes. Her innovative, no–nonsense approach leverages the common business habits of these top 10%. New York based Sales and Marketing Magazine rated her company Engage Selling Solutions as one of the top–five most effective sales–training organizations in the market today.

Salesopedia

Chief Revenue Officer

Clayton Shold — Wed, 02 Dec 2009 09:50:23 +0000

Carl Moe focuses on revenue – your revenue. If you wake up at night worried about revenue for your organization this is a podcast you want to listen to. Perhaps you don’t go by the handle Chief Revenue Officer but you have accountability in the capacity of CEO, CFO or CMO. In this podcast you learn that revenue is a system level activity similar to any other business system such as a quality system, ISO system or accounting system. It is comprised of four inter-related core processes – selling process, forecast process, a talent selection process and an incentive process.

Carl Moe is the author of “Sales Revenue System 2.0 / Your Chief Revenue Officer B2B Success Model.” He is the founder of CRO Success – an organization dedicated to developing and delivering the tools, processes and systems Chief Revenue Officers (CRO’s) need to succeed.

Salesopedia

Networking for Keeps

Clayton Shold — Wed, 25 Nov 2009 09:27:40 +0000

Mike Mack tackles the practical aspects of networking for keeps. An opponent of handing out cards “like a blackjack dealer” he provides some real life tips on effective networking and building long term relationships. He touches on some things not to do and also share his opinion on how to best use LinkedIn to grow your network in a meaningful way.

Mike Mack is the founder of X5 Management Inc, an Edmonton Alberta bases sales consulting and coaching firm which focuses on maximizing sales performance. He is regarded by many as a “Master Networker”.

Salesopedia

Self Motivation in Sales

Clayton Shold — Wed, 11 Nov 2009 09:20:29 +0000

Jonathan Farrington has been a student of motivation in sales for many years. In this podcast he suggests motivation is fundamental to everything we do. He shares a formula for success and explains in broadest terms, the two types of sales people out there. He runs through a list of eight items which are contributors to motivation (either as motivators or de-motivators). Listen to learn how accepting responsibility for your actions can make the biggest difference in motivating yourself.

Jonathan Farrington is Chairman of The Sales Corporation based in London and Paris. The Sales Corporation is the parent company of Top Sales Associates which has given us Top 10 Sales Articles and Top Sales Experts amongst other initiatives and also The JF Consultancy.

Salesopedia

Power Prospecting

Clayton Shold — Wed, 28 Oct 2009 10:15:31 +0000

Kendra Lee bills herself as a “prospect attraction expert” and has the experience and sales track record to back it up. She shares her thoughts on power prospecting and says there are two fundamental components you need to stand out. One is the mix of approaches you use to catch peoples attention, and how you effectively use these techniques to create campaigns to get yourself noticed. Kendra points out all best sellers are doing pretty much the same thing so you need to distinguish yourself, to help prospects imagine who you are and make them feel like they can relate to you. Listen in for ideas on how to do this.

Kendra Lee is the author of the award wining book “Selling Against the Goal”; she was a top IT seller before becoming a coach and consultant and is widely recognized as a Prospect Attraction Expert.

Salesopedia

Sales Meeting Best Practices

Clayton Shold — Wed, 14 Oct 2009 10:21:49 +0000

Alice Kemper and Nancy Bleeke share best practices on sales meetings. They know sales managers and sales people have a lot on their plates these days and it is more important than ever to ensure sales teams are productive, energized and at the top of their game. The STICK acronym by itself is well worth your time to listen just to have a format for future sales meetings.

Alice Kemper from Sales Training Consultants in Boca Raton Florida and Nancy Bleeke from SalesPro Insider located in Wisconsin have teamed up to bring you Sharpenz – half hour of power. Their multitude of sales boosters are specially designed to help sales managers increase profitability and productivity of their sales teams.

Salesopedia

Selling and Buying Explained

Clayton Shold — Wed, 07 Oct 2009 10:39:46 +0000

Sharon Drew Morgen challenges conventional sales thinking and broadens the selling view to consider a more holistic environment she terms Buying Facilitation®. She contends buyers have many “off-line” decisions they must address which are outside of the initial problem or solution approach many sales people practice today. Sellers need to understand they have to do things differently to succeed in today’s challenging environment. Listen in for ideas on how you can better do that.

Sharon Drew Morgen is the bestselling author of NY Times Business Bestseller “Selling with Integrity” and 5 other books and 800 articles on her original collaborative decision-support model Buying Facilitation. Based on supporting the buyer’s internal (management) decisions, the material has been trained worldwide, in global corporations such as Coors, Wachovia, Intuit, KPMG, IBM, and retail corporations such as Clinique. Her new book Dirty Little Secrets is due for release this month.

Salesopedia

Referral Selling

Clayton Shold — Thu, 24 Sep 2009 01:17:49 +0000

Joanne Black is a sales veteran who specialized in the art (or is it science) of prospecting. Clearly she is an advocate of referral selling, listen to this podcast and you’ll understand why. You will also discover why she has no problem getting past the infamous gatekeeper.

Joanne Black is the author of No More Cold Calling The Breakthrough System That Will Leave Your Competition in the Dust. America’s leading authority on referral selling, Joanne believes no one should ever have to make a cold call.

Salesopedia

Thrive in the New Economy

Clayton Shold — Wed, 09 Sep 2009 11:00:18 +0000

Colleen Francis explains the “new economy” and what you can do to thrive in tougher times. She gives examples of industry sectors that are booming, and then provides specific ideas you can embrace to thrive in the new economy. Colleen frankly states you have to stop blaming the economy and starting taking ownership of your own performance. Redefining who you are selling to and working harder are contributing components to those who are thriving.

Colleen Francis is Founder and President of Engage Selling Solutions where Colleen helps clients realize immediate results, achieve lasting success and permanently raise their bottom line.

Clayton Shold
Salesopedia

Sales Excellence in Turbulent Times

Clayton Shold — Wed, 02 Sep 2009 12:00:43 +0000

How do you achieve sales excellence in turbulent times? David Johnston discusses sales performance management and the challenges faced globally in improving sales productivity. Keeping top performers is one area of critical concerns David talks about and he identifies what progressive companies are doing to respond. He looks at what and how companies should be responding as they look to the future and coming out of the recession.

David Johnston is President of Sales Resource Group Inc. He has a broad, international consulting background with over 20 years experience consulting for organizations in diverse fields, such as broadcast media, pharmaceuticals, telecommunications, information technology, retail, manufacturing and financial services.

Clayton Shold
Salesopedia

Selling to the C-Suite

Clayton Shold — Wed, 26 Aug 2009 10:54:49 +0000

Adrian Davis shares his thoughts on the difference between selling to front line managers and selling to those in the c-suites. He explains what the CEO is looking for, who they are interested in meeting with and why. Adrian shares tips on how to get the appointment, what to say and what traps to avoid. As a bonus, Adrian provides a questioning methodology specifically designed for first meetings with c-level executives.

Adrian Davis is a business strategist and trusted advisor for chief executives and business owners. He has been studying sales methodology for over 25 years and is often referred to as The Sales Scientist. He has an in depth understanding of what it takes to drive sales performance. He has critical insights to share with business leaders to help them overcome the challenges of a soft economy.

Clayton Shold
Salesopedia

Hiring Sales Talent

Clayton Shold — Wed, 19 Aug 2009 11:30:15 +0000

Mike Brooks has interviewed thousands of sales reps over the phone. He has distilled these conversations down to the key elements needed to consistently identify who will be a top producer and who won’t be. Mike shares three “secrets” to unlock the puzzle of effective recruitment and selection.

Mike Brooks has over 25 years of inside sales closing experience and has been billed nationwide as Mr. Inside Sales. Author of the weekly Ezine, “Inside Sales Secrets of the Top 20%,” Mike’s proven techniques, strategies and skills are used successfully by companies in industries such as securities sales, high-tech sales, pharmaceuticals, equipment leasing and other business to business applications.

Clayton Shold
Salesopedia

Pareto Rules Sales Activity

Clayton Shold — Wed, 12 Aug 2009 12:04:10 +0000

Kelley Robertson suggests activity levels are really important regardless of the state of the economy. He discusses the challenges faced by sales people who are now managing larger territories, heavier account loads, all while resources are shrinking.

Kelley identifies three categories of customers and then tells which ones you should focus on, why some should receive little or no attention, and why you should avoid trying to “develop” the majority of your current customers. Hear ideas on how to strengthen your relationships with your top most profitable clients.

Kelley Robertson is President of The Robertson Training Group and Fearless Selling. Kelley works with sales professionals to help them close more deals in any economy.

Clayton Shold
Salesopedia

Beyond Uncovering Needs

Clayton Shold — Wed, 05 Aug 2009 12:26:26 +0000

Tom Freese took a number of the sales programs when he first got into sales but was frustrated as he found they didn’t tell him “how to sell”. After seven years of doubling sales quota Tom decided to write the first of five books that describes a methodology he says has no beginning and no end, is based on softer skills, and focuses on execution. One example he shares is the need to leverage curiosity in order to establish credibility with your prospect. He explains why the typical elevator speech isn’t effective in helping you establish credibility and set the foundation for a relationship.

Tom Freese is President of QBS Research, Inc. and recognized as one of the foremost authorities on strategic sales methods and buyer motivation. QBS Research, Inc. is the company that developed Question Based Selling™, and delivers QBS Methodology Training programs to sales organizations all over the world.

Clayton Shold
Salesopedia

Should Sales People Tweet?

Clayton Shold — Wed, 29 Jul 2009 03:28:15 +0000

Social networking has become part of our lives and more recently Twitter has vaulted to the top of the list of what’s hot in technology today. Twitter is in the news; in fact many TV and radio personalities are using Twitter to connect with their audience. Does micro-blogging have a place in sales? Scott Klososky explains what Twitter is, why you need to understand the two sides of Twitter, and what it takes to turn Twitter into an effective communication tool in your business. If you don’t know your tweet from your elbow this is a good listen.

Scott Klososky is a former CEO of three successful start-up companies, a best selling author, and a pioneer in the world of opportunity created by the evolving Internet. He was Founder and CEO of webcasts.com, an early producer of webcasted media ranging from corporate and government communications, to sporting events and entertainment. Today, Scott shares his unique perspectives on technology, business culture, and the future, with audiences and organizations all over the globe.

Clayton Shold
Salesopedia

Professional Development

Clayton Shold — Wed, 22 Jul 2009 03:31:00 +0000

Paul McCord talks about professional development and how important it is in this current economic environment. He shares ideas on what you can do to enhance your professional skills and competencies. He lists a number of sales resource sites and provided tips on how to track down expert resources in very specific niches. He goes beyond simply identifying resources and expands on what you can do to make sure what you are learning “sticks”.

Paul McCord is the President of McCord and Associates based in Midland Texas. His focus is sales training, coaching and consulting. He is an internationally recognized authority on prospecting, referral selling and personal marketing.

Clayton Shold
Salesopedia

What Not To Do

Clayton Shold — Wed, 15 Jul 2009 11:21:59 +0000

Everyone is telling you what to do these days. Jim takes a different approach and tells you what you should NOT be doing to succeed in sales. He suggests knowing what not do can be even more important in some cases than knowing what to do. Jim details a number of practices you should avoid like the bubonic plague.

Jim Meisenheimer is a former US Army Officer, was Vice President of Sales and Marketing for Baxter International, the creator of No-brainer Selling Skills, and the publisher of The Start Selling More Newsletter. Jim has been nominated to the Speaker Hall Of Fame four times.

Clayton Shold
Salesopedia

Is Trust in Sales an Oxymoron

Clayton Shold — Wed, 08 Jul 2009 04:01:22 +0000

Charles Green is an expert on trust. When asked if trust in sales is an oxymoron you may not like his answer! He boldly expresses why sales has the reputation it does in a way that you may not have appreciated before.

If you sell intangible services or are involved in complex sales you shouldn’t miss this podcast. Charles shares two practical and easy to implement ideas that can help you increase your trustworthiness, techniques he calls deep and profound but uncommon these days. If you are a VP Sales heavily focused on metrics you might give this listen a pass.

Charles Green is a speaker and executive educator on trust-based relationships. He is author of two very successful books, “Trust-based Selling” and “Trusted Advisor”. Charles has articles published in Harvard Business Review, Directorship Magazine, American Lawyer, is a contributing author at RainToday.com and a regular contributor to Salesopedia.com.

Clayton Shold
Salesopedia

Trade Show Survival Tips

Clayton Shold — Wed, 01 Jul 2009 12:21:06 +0000

Barry Siskind discusses trade shows survival tips you might consider in this tough economy. Find out how you can scale down without impacting your image. If you find it difficult to measure R.O.I. then you should be tracking R.O.O. (yes he explains what that is). He offers get advice on balancing the strategic and tactic considerations of exhibiting and gives some compelling arguments why maintaining your presence is the right thing to do.

Barry Siskind is the author of Powerful Exhibit Marketing. Barry helps companies around the world improve their return on their trade and consumer show investment.

Clayton Shold
Salesopedia

The Price Question

Clayton Shold — Wed, 24 Jun 2009 04:01:57 +0000

The “price question” a.k.a. “price objection” can come up anytime and has always been an issue, but perhaps more so during the current challenging economy. Are you aware salespeople can actually create this objection unwittingly? Art Sobczak shares practical advice on how to avoid the price question, avoid negotiating on price and what you can do to effectively move away from the price questions should it come up.

Art Sobczak is the President of Business By Phone Inc. He specializes in one area only: working with business-to-business salespeople who make their living in sales … on the phone. Art provides real world, how-to ideas and techniques that help salespeople use the phone more effectively to prospect, sell, and service, without morale-killing “rejection.” He has written three books, developed world class training programs, and for the past 23 years has written and published a how-to tips newsletter.

Clayton Shold
Salesopedia

Intelligent Motivation

Clayton Shold — Wed, 17 Jun 2009 11:22:09 +0000

Jim Cathcart explains how you too can excel at anything you choose. He addresses the polarity of optimism and pessimism in today’s new environment. Jim suggests in every situation there is a way to make it better. He discusses the upside of subscribing to intelligent motivation. He says it’s all about getting outcomes not emotional impulses. Hear the key steps to achieving your desired results.

Jim Cathcart is a motivation expert, founder and president of Cathcart Institute, Inc., Advisor to the Schools of Business at Pepperdine University and California Lutheran University and one of the most widely recognized professional speakers in the world. As the author of 15 books and scores of recorded programs, his students number in the hundreds of thousands.

Clayton Shold
Salesopedia

Traps to Avoid When You Speak

Clayton Shold — Wed, 10 Jun 2009 11:00:00 +0000

Patricia Fripp is on leading expert on communications. She helps sales professionals improve how they speak. In this podcast you will hear the biggest communications mistake sales people and how you can avoid it. You will discover the one word even Barack Obama uses that can kill your sales opportunity. You will hear tips on how to be more persuasive and finally the one thing you must do to improve your sales presentations.

Patricia Fripp was the first female President of the National Speakers Association, a Hall of Fame keynote speaker, an in-demand executive speech coach and sales presentation skills trainer. Meetings and Conventions magazine calls Patricia “One of America’s 10 most electrifying speakers.”

Clayton Shold
Salesopedia

The Art of Effective Follow-up

Clayton Shold — Wed, 03 Jun 2009 11:21:50 +0000

Tim Wackel is big believer that you have to follow-up or you will fail. Once you hear the statistics he presents you will be compelled to listen to the full podcast. He suggests the “why” you need to follow-up is more the science; the “how” of follow-up is more the art. Tim who goes on to paint a picture of what you need to do and provides a number of suggestions to help you become more effective at following up.

Tim Wackel is a professional speaker who has the knack of making information entertaining, memorable and easy to understand. He combines 20 plus years of sales leadership experience with client research to create high-impact programs that go beyond today’s best practices. With clients like Allstate, Cisco, Hewlett Packard, and Philips Medical Systems you know he plays in the big leagues.

Clayton Shold
Salesopedia

Empowering Sales Mindsets

Clayton Shold — Wed, 27 May 2009 11:01:14 +0000

Bill Sayers is a huge proponent of sales professionalism. He discusses how the “sales game” has changed over the past fifteen years and what you need to know to be successful today. One of the areas he discusses is the importance of empowering your sales mindset and uses his Aunt Mildred as example. Listen to find out why! You will also hear his views on fear in the sales game and what you can do to mitigate those fears to be successful.

Bill Sayers is a speaker, coach, and sales consultant, author of “Funnels and Forecasts – The Great Game of Sales.” He is a college professor and faculty member of the Canadian Professional Sales Association. You can find out more at thesayersgroup.com

Clayton Shold
Salesopedia

Controlling Time

Clayton Shold — Wed, 20 May 2009 11:44:45 +0000

Controlling time is a challenge and an opportunity. Harlan Goerger takes us back to basics with his five keys to controlling time. His examples will ring true for many, his suggestions will give you pause for thought on ways you can take control of your day and your life. If you have not “swallowed a frog” before, you’ll find this podcast helpful.

Harlan Goerger is an international sales expert. He has spent the last 25 years leading hundreds of his client companies to explosive revenue growth. He is the author of “The Sales Gap” and has used his proven reverse engineering strategy to generate sales growth for his clients to levels as high as 400%. After spending 20 years as a leader with Dale Carnegie, he created his own strategies to empower sales professionals with practical and effective techniques.

Clayton Shold
Salesopedia

Branding Yourself Online

Clayton Shold — Wed, 13 May 2009 11:32:02 +0000

Are you participating in the digital age? If you are considering purchasing something or doing business with an individual or company today, chances are you are typing their name into Google. Jeremy Miller suggests if you don’t have your own website you are missing an important opportunity to brand yourself online. Hear his thoughts on using a website, blog, LinkedIn, Facebook and/or Twitter as tools to get your “brand plan” implemented in the most effective way.

Jeremy Miller is a partner with LEAPJob, a sales recruiting firm in Toronto Canada. He works with top performing sales professionals to advance their careers. He is a regular contributor to a number of magazines including Selling Power and CPSA’s Contact Magazine. He is frequently interviewed on television about the latest sales and hiring trends.

Clayton Shold
Salesopedia

Upside to Recession Selling

Clayton Shold — Wed, 06 May 2009 10:49:20 +0000

Recession selling can have an upside to your career so says Jonathan London. He details four key elements you need to be doing in a recession that will benefit you even more when selling in good times. You might want to take out a pen and paper to capture his insights as he drills down on each of the four elements.

Jonathan London is the President of the Improved Performance Group. He has been in sales and management for 34 years. He was the #1 performer worldwide, for such companies as Olivetti Corporation, IBM/Rolm and PictureTel. Jonathan founded IPG in 1994, has trained over 15,000 people in 23 countries using the same techniques that made his own selling career so successful. His newest venture is Sales-Advisor.com He has sold his way through 3 recessions.

Clayton Shold
Salesopedia

The Question is Key

Clayton Shold — Wed, 29 Apr 2009 16:05:27 +0000

Dave Kahle is the author of Question Your Way to Sales Success and is passionate about the power of questions. He believes the single most powerful tool in a salesperson’s tool box today is the question. “It is the key that unlocks all kinds of benefits to the salesperson.” Dave details some of the science behind good questions and how you can influence the thought process of the customer without being manipulative. Are the questions you are using today contributing to your success or limiting it?

Dave Kahle is a consultant and trainer who helps his clients increase their sales and improve their sales productivity. He speaks from real world experience, having been the number one salesperson in the country for two companies in two distinct industries. Dave has trained thousands of salespeople to be more successful in the Information Age economy. He’s the author of over 1,000 articles, a weekly Ezine, and seven books including 10 Secrets of Time Management for Salespeople, and Question Your Way to Sales Success.

Clayton Shold
Salesopedia

Selling to Zebras

Clayton Shold — Wed, 22 Apr 2009 11:03:48 +0000

Jeff Koser defines a zebra as a perfect prospect. In this podcast he explains his process of quantifying a prospect against seven quick questions to determine if you should pursue the prospect or not. Jeff suggests when you look at a zebra you know exactly what you are looking at … the same applies to the perfect prospect. The lion is the main predator of zebras; you will enjoy the metaphor he uses when he compares the hunting techniques of inexperienced and experienced lions which have strong parallels to sales people. Jeff claims an individual can close 90% of zebras by using the sales process he outlines in his book. That by itself is worth the listen!

Jeff Koser has more than thirty years of experience in consulting, executive sales management, business strategy, and business development in various industries. His current consulting customers range from Global 2000 companies to companies aspiring to make an initial public stock offering. He and his son Chad co-authored the book Selling to Zebras which was selected by USA Book News as the WINNER of the National Best Books 2008 Award for Best Book in the “Business Sales” category!

Clayton Shold
Salesopedia

Building Loyalty … and Commissions!

Clayton Shold — Wed, 15 Apr 2009 10:04:31 +0000

Colleen Francis shares ideas and tips on how to strengthen your customer loyalty which leads to improved sales which results in increased commissions! She discusses loyalty programs, tailoring your messages, how you can help your customers, ideas to engage your customers, and many more suggestions, most of which don’t cost a dime to implement!

Sales training expert Colleen Francis has studied the business habits of the top 10% of sales performers in organizations of all sizes and shapes for over 15 years. Her innovative, no–nonsense approach leverages the common business habits of these top 10%. New York based Sales and Marketing Magazine rated her company Engage Selling Solutions as one of the top–five most effective sales–training organizations in the market today.

Clayton Shold
Salesopedia

Quantify – Don’t Qualify

Clayton Shold — Wed, 08 Apr 2009 10:20:59 +0000

Tibor Shanto suggests you move away from being “seller centered” and use techniques to engage the buyer in a more meaningful way. He advocates a quantitative approach that ultimately helps create a sense of urgency. Tibor wants you to think about what the impact is for the client, and then extend that to what the impact of the solution is, both tied to specific measures and potential outcomes which will help qualified the opportunity.

Tibor Shanto is the President of Renbor Sales Solutions. He works with companies in Canada, the U.S. and the U.K. helping them increase their revenue though improvements in sales strategy and execution.

Clayton Shold
Salesopedia

Engaging Presentations

Clayton Shold — Thu, 02 Apr 2009 01:20:29 +0000

Anne Miller shares some very practical advice on how to make engaging presentations. Using Barack Obama and Steve Johns as examples, she explains how you can improve your presentations skills. Using a model she calls the Presentation Engagement Power (PEP) score which measures four elements critical to effective presentations. Listen and learn how to analyse your presentation to determine how it stack up in terms of relevance, is it visual enough, involves your audience enough, and if it has sufficient flow. Try it and see how you stack up.

Anne Miller is an internationally respected author, speaker and seminar leader. Anne teaches sales people how to increase their business; coaches CEOs and senior management to communicate successfully to key constituencies; and enables technical people to transform complex information into simpler, meaningful messages. She authored the very popular book Metaphorically Selling.

Clayton Shold
Salesopedia

Double Your Sales in 2009

Clayton Shold — Wed, 25 Mar 2009 03:26:51 +0000

Craig Klein spent 10 years selling multi-million dollar, multi-year contracts to energy companies such as ExxonMobil, Shell and Chevron. Trained as an engineer, he combined his sales expertise and entrepreneurial spirit to form his own company. Craig is the author of an eBook entitled “Double Your Sales in 2009.” A bold statement to be sure but he adds a subtitle which is even more eye catching; “Supercharge your sales engine in five steps that won’t cost you a dime.” This podcast walks you through the sales process changes required to double your sales. At the end of the podcast Craig will tell you how to get a copy of the eBook for free.

Craig Klein is CEO and Founder of SalesNexus.com, a leading online contact management system for small business sales teams. Craig’s a sales process guy. His passion is helping small businesses hire, train, measure and manage sales people through their sales process. Craig’s blog, Sell, Sell, Sell! has become a valued resource for business owners and sales executives.

Clayton Shold
Salesopedia

Sales Mojo

Clayton Shold — Wed, 18 Mar 2009 09:55:06 +0000

Do you have sale mojo? Are you born with it or can you develop it? Sales guru Keith Rosen explains what makes up your sales mojo, who you are and how you come across to others. Keith describes in detail how confidence, attitude, mindset, relationship with fear, and ability to be engaged in the moment, all combine to determine your sales mojo. This day and age you need every advantage to be successful in sales … including your sales mojo!

Keith Rosen is one of the foremost authorities on assisting people achieve positive measurable changes in attitude, behavior and results. A best selling author you might recognize some of his titles, “Time Management for Sales Professionals”, “The Complete Idiot’s Guide to Cold Calling” and “Coaching Salespeople Into Sales Champions.”

Clayton Shold
Salesopedia

Full Contact Leadership

Clayton Shold — Wed, 11 Mar 2009 09:58:17 +0000

Wally Adamchik was an officer in the U.S. Marines for ten years before moving on to corporate America and eventually starting his own business specializing in leadership development. Wally tells us leaders can be found at all levels in an organization, he suggests the finer point of leadership include integrity, technical competence and setting an example. You might be surprised to learn the required “full contact” components of leadership that can make or break you as a sales representative or sales leader.

Wally Adamchik who is the President of FireStarter Speaking and Consulting, a national leadership consulting firm based in Raleigh, NC.

Clayton Shold
Salesopedia

Help Your Prospect Buy

Clayton Shold — Wed, 04 Mar 2009 02:48:01 +0000

Sharon Drew Morgen was one of the pioneers in looking at sales from the buyer’s decision making process. She suggests understanding the buyers purchasing criteria is as important if not more important that matching features and benefits. This thought provoking podcast includes a great quote from Sharon Drew, “The time it takes the buyers to come up with their own answers is the length of the sales cycle.”

Sharon Drew Morgen is a trainer, consultant, keynote speaker, and designer of patents that help site visitors and sellers make the decisions necessary for success. Sharon Drew authored the NY Times Business Bestseller “Selling with Integrity” along with 5 other books and 800 articles on her original collaborative decision-support model Buying Facilitation.

Clayton Shold
Salesopedia

Selling to the Bottom Line

Clayton Shold — Wed, 25 Feb 2009 11:00:15 +0000

C.J. Hayden suggests people need to give their head a shake if you are trying to sell to people who you think they need your product or service. Do they know they need your product or service? CJ makes it sound almost too simple, but the basics she shares are great reminders of what those in sales need to be doing to be successful.

C.J. Hayden is a business coach, speaker, seminar leader, writer, and sought after media contact. She has taught marketing at John F. Kennedy University, Mills College and for the U.S. Small Business Administration and she holds a Master Certified Coach designation. CJ adds value to companies of all sizes who want to improve their bottom line revenue.

Clayton Shold
Salesopedia

Closing Can Kill Sales

Clayton Shold — Wed, 18 Feb 2009 05:38:16 +0000

Salesopedia celebrates our 100th podcast with Jill Konrath who was also our 1st podcast guest on February 18, 2007. Jill Konrath is a sales expert and author of “Selling to Big Companies”. She is also the founder of Sales Shebang, a frequent speaker at national sales meetings and association events, a B2B consultant, and trainer.

Jill Konrath hates closing! She has some strong views on closing techniques and why you shouldn’t use them! Hear how she became one of the top sales reps at Xerox when she “didn’t know how to close.” Her advice is to “never close.” Take a listen to what Jill suggests you should be doing.

Clayton Shold
Salesopedia

Marketing Meet Sales

Clayton Shold — Wed, 11 Feb 2009 14:25:28 +0000

Maureen Blandford bumps up against corporate marketers as she advocates for sales teams everywhere. She discusses challenges faced by many sales teams that feel they are not getting the marketing support to be effective on the ground. She declares corporate America needs to stop whittling away at training budgets and shift some marketing dollars in that direction. She believes a better alignment is possible which will leverage sales motion. Maureen makes a compelling case many Presidents and CEO’s would be wise to consider.

Maureen Blandford the CEO of MindTime Group and is known for swimming upstream against the powerful Madison Avenue Branding current. She is perhaps best known for her book “Branding Doesn’t Work in B2B”. Maureen helps her clients break through ineffective marketing strategies to develop tactics that work.

Clayton Shold
Salesopedia