Episodes

  • Special Encore Presentation: The Keys To A Successful Sales Career Part 2

    Special Encore Presentation: The Keys To A Successful Sales Career Part 2
    Sep 25 2014
    Sales Experts have identified several sales skills that are essential to a consistently successful sales career. These skills are also necessary to fulfill the consultative sales process successfully and build long term business relationships with repeat business and not a transactional, one-time sale situation. Tune in today’s show as we share key ideas to help you elevate your level of success in the sales and business arena.
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    58 mins
  • Special Encore Presentation: The Keys To A Successful Sales Career Part 1

    Special Encore Presentation: The Keys To A Successful Sales Career Part 1
    Sep 18 2014
    Organizational Psychologists have identified several personality traits and characteristics that the most successful sales and business professionals possess. These traits determine the measure of success you will experience in your sales career. The good news is these traits can be developed and honed. Tune in today’s show as we share key ideas to help you elevate your level of success in the sales and business arena.
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    54 mins
  • Special Encore Presentation: Ninja Strategies For Seven Deadly Buyer Negotiation Tactics, Part 2

    Special Encore Presentation: Ninja Strategies For Seven Deadly Buyer Negotiation Tactics, Part 2
    Sep 11 2014
    This weeks show will be a continuation of last weeks show. Tune into today’s show to learn the techniques of successful team negotiations and we will continue to discuss how to counter seven deadly negotiation tactics that normally has many sales and business professionals wondering what happened to their profits. It’s time to protect yourself and your profitability.
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    57 mins
  • Has Selling Techniques and Concepts Really Changed?

    Has Selling Techniques and Concepts Really Changed?
    Aug 28 2014
    New books, blogs and studies are released every day on the subject of how to sell in these times of dramatic change. It's enough to make your head spin! Tune in to this broadcast as my guest Deb Calvert and I sift through all the conflicting and confusing information about how to sell effectively. We'll help you sort it out and get refocused on the modern techniques and competencies that genuinely do make a difference.
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    54 mins
  • The Return On Investment 'ROI' of Social Selling

    The Return On Investment 'ROI' of Social Selling
    Aug 21 2014
    72.6% of salespeople using social selling strategies outperformed their sales peers and exceeded quota 23% more often. Top social sellers also tracked back their activities to closed deals – 5 or more! But there is more to being a successful seller in today’s digitally wired, 24/7 connected world than clicking on a few buttons in LinkedIn or Twitter. Using social for brand building, networking, prospecting, sales call research and establishing influence and capability is only part of the equation. If you can’t sell, you can’t close deals. Tune in to today's show as my guest Barb Giamanco will talk about how sales has evolved and what you need to do about it. We will also discuss how social selling strategies do drive revenue objectives, and how if you aren’t visible on social, you are locked out of deals without even knowing it.
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    56 mins
  • Profit Heroes Strategies For Winning Customers and Building Profits

    Profit Heroes Strategies For Winning Customers and Building Profits
    Aug 14 2014
    Many of the buyers you encounter today are going to pressure you to reduce your price in order to win their business. Make no mistake, you are being commoditized. Without the business acumen to truly understand your client’s business and justify the impact your solution has on your prospective client’s profit, ‘you are destined to compete on price. Tune into today's show as our guest, Bob Rickert shares keen insight on how to enhance your profitability by improving your clients profitability.
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    57 mins
  • How To Catch A Shark

    How To Catch A Shark
    Aug 7 2014
    56 mins
  • Special Encore Presentation: When Good Negotiations Go Bad

    Special Encore Presentation: When Good Negotiations Go Bad
    Jul 31 2014
    There is a famous slogan, “You don’t get what you deserve, you get what you negotiate.” This show is a sequel by popular request to the “Tough Times Don’t Last, But Good Negotiators Do,” episode. You are negotiating everyday in some form or another. Based on surveys with participants in my negotiation workshops, more than 85% have never taken a negotiation course or read any books on the subject. Therefore, their margins, commissions, and profits have been eroded for years and even decades by skilled negotiators. Tune in to today’s show to learn how to handle situations in your professional and personal life that can cause a negotiation to be unproductive, unsuccessful, and unprofitable.
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    57 mins