Podcast Episodes
Back to SearchJan 2024 - Maintaining Your Profit Margin
Episode 599
Is any sale a good sale or should the salesperson be concerned about profitability? Do you get paid on raw sales amounts or are you compensated on the profitability of the final numbers? Can salespeo…
Published on 1 year, 8 months ago
Jan 2024 - Unseating the Incumbent
Episode 598
Most of the time your prospect is someone else’s client or customer. You may have a better product or service. You may even have a better price. However, it is going to take more than that to con…
Published on 1 year, 8 months ago
Jan 2024 - Special Guest Eric Harkins
Episode 597
Do you dread the idea of Monday mornings? You know the start to another miserable week at your job. Seldom is the problem the job, instead it’s the people we work with and work for. It has been said …
Published on 1 year, 9 months ago
Jan 2024 - When Good Sales Calls Go Bad
Episode 596
Ever ask yourself how you won or lost the sale, as you walk back to your car? As you debrief, what did you concentrate on and want to repeat – or regret and refine before applying again? What can y…
Published on 1 year, 9 months ago
Dec 2023 - Winning a Competitive Sale
Episode 595
Son of a nutcracker! The prospect just told me that they are looking at a couple of other vendors for this deal! I hate it when that happens! I know our product is good but what can I do to win this …
Published on 1 year, 9 months ago
Dec 2023 - Susan Scott – Fierce Conversations
Episode 594
Sales is fundamentally an extended conversation with prospects, suppliers, providers, clients, customers, and colleagues. What gets talked about, how it gets talked about, and who is invited to the c…
Published on 1 year, 9 months ago
Dec 2023 - Get Ready for 2024
Episode 593
It’s coming, in the very near future. It’s just around the corner. You can’t run and you can’t hide. It will be upon you before you know it. That’s right – the new year – 2024 is less than a month aw…
Published on 1 year, 10 months ago
Dec 2023 - How to Sell New Products
Episode 592
Seasoned salespeople will adhere to a sales process. A system with a predictable outcome. But does that work when selling newly launched products. Think about it. What objections and stalls do yo…
Published on 1 year, 10 months ago