Salesrepradio

Besides being on a lounge chair at the beach on a hot summer day drinking a refreshing Mai Tai, is there any better place to be than calling on a high-level decision maker who’s hanging on your every word? Probably not. That’s why we asked best-selling author, speaker and sales consultant, Steve Bistritz, author of the blockbuster “Selling to the C-Suite”, to give us some guidance on how to get in, and what to do once you’re in there. Steve joins host Dan Walker with some help in this 10-minute podcast.

The first and most important step in most sales endeavors as we all know is that initial engagement – opening a meaningful dialogue, and then ultimately onto a successful conclusion. But it’s literally those first few seconds that are so important. Jerry Acuff is founder & CEO of the sales consultancy, Delta Point, and he joins host Dan Walker with some help in this 10-minute podcast.

Hindsight is 20-20…don’t you just love it? You look back at the business you just lost and realize if you had done just one thing you could have saved it. What’s that one thing? In many cases, it’s just following up. And equally as important, following up the right way. Busy speaker, sales consultant, trainer Tim Wackel joins host Dan Walker with some help in this 10-minute podcast.

No secret here - Social media ain’t just for being social any more…it’s evolved into arguably the most potent weapon for sales success EVER. But navigating those social waters the right way, the most effective way, requires that you know what the experts know. International Speaker, author, trainer and executive coach Kevin Knebl joins host Dan Walker with great insight in this 10-minute podcast.

As sales professionals, there are many pitfalls we need to watch out for – some of those old traps and crutches and out & out missteps that tend to foil our efforts to walk off with the business. Well, sales consultant, author & trainer Tim Connor has a book entitled “You Call That Selling?” that tackles some of these issues – 91 of them in fact, and he joins host Dan Walker to explain in this 10-minute podcast.

Well, congratulations! You’ve finally not only found a way to engage a really big company as a prospective customer, you’ve actually progressed the sales cycle to the negotiation phase. Gulp. This could get hairy. You’ve heard the stories, maybe even been through a couple of incredibly stressful negotiations where they just had their way with you. Well, take comfort that there is a process that’ll give you the edge in negotiations. Jeanette Nyden has been consulting companies on the topic for years and joins host Dan Walker with solid advice in this 10-minute podcast.

So let’s say you’re in a bar, at a bus stop or even the iconic elevator, and someone asks, “What do you do?” You’ve only got a few seconds to make this brief encounter a sales opportunity – you’ve got to make your response one that leaves them wanting your business card. Robert Middleton, marketing consultant, speaker and founder of Action Plan Marketing, joins host Dan Walker with some eye-opening advice in this 10-minute podcast.

Here's a question: Who do you suppose a buyer is more likely to do business with – someone they know, like and trust? Or someone they don’t know from a bucket of chicken? Pretty obvious answer, of course. The real question is how do we become that person the buyer knows, likes and trusts, and win though positive persuasion? Bob Burg, prolific speaker, author & sales consultant joins host Dan Walker to help us chart a course in this 10-minute podcast.

We've all heard for the longest time that in order to be successful, you've got to think big - really big. But when it comes to getting in the door of those really big companies, believe it or not, you need to think small. So says best-selling author, speaker and sales consultant Jill Konrath, who joins host Dan Walker with insight in this 10-minute podcast.

Ever walk out of a client meeting and shake your head thinking it was a total waste of time? Just didn’t click. Well, guess what…your client is thinking exactly the same thing. They can’t all be home runs, but you can take more control over the situation and increase your odds of success. Longtime sales management consultant and author of the book “Level 5 Selling,” John Hoskins joins host Dan Walker with insight in this 10-minute podcast.

So how do you feel when the opportunity to present to a high ranking C-level executive presents itself…kind of scary, right? In fact, research shows that the majority of sales reps would rather have multiple root canals than trying to impress and win business from the big cheese. If that describes you, we’ve got help. Kelly Robertson is an international sales speaker, author & trainer, and joins host Dan Walker in this 10-minute podcast to share five timely tips to help us relax and break through with that important executive presentation.

When you make a call to a customer – they see your name on the caller ID – do you think they’re inclined to roll their eyes and say “ugh, what does he want,” or would they say, “oh, let me see what’s on his mind!” That’s the difference between a sales rep who brings real value to every call and one who’s viewed as an annoying interruption. Andy Paul is a well-known author, speaker & coach and hosts a daily podcast called Accelerate, and he joins host Dan Walker with some great ideas on how to bring value to your clients every time in this 10-minute podcast

No one says you can’t have a little fun and some much deserved R & R this time of year. But the smart sales pro knows how important it is to stay in front of their effort to hit & exceed plan. Thank goodness for the excellent advice we have waiting for us to keep things in high gear over the summer months from very busy corporate sales & marketing consultant, author and president of New York’s Global Learning Link, Susan Onaitis. Susan  joins host Dan Walker with the 8 great tips in this 10-minute podcast.

Referrals – the mother’s milk of sales growth in many reps’ eyes, and in many cases it is. But lots of time has been spent by many reps following up on referrals and coming up dry. Why? Because unless all the stars line up just right, your referral is likely not much more than someone’s name & phone number, and they don’t need what you’ve got. Might be time for a fresh approach. How about PREferrals? Business consultant Bill Doerr is managing partner at Sell More Marketing, and joins host Dan Walker with the scoop in this 10-minute podcast.

How many times have you been in the final stages of a sales cycle – you’re rounding the turn into the home stretch, things are looking great, and then suddenly your customer decides he or she wants to negotiate a better price. We become a little intimidated and we feel that dropping our price is the only way to close business. Well sales consultant, author and president of Value Selling Associates, Julie Thomas, tells host Dan Walker that we don’t have to fall into that trap, and it all comes down to one thing,…being prepared. Hear all about it in this 10-minute podcast.

ABC, also known as “Always Be Closing” is an MO that has not only seen its better days – it can be downright destructive to your success rate. Today’s buyer is far more sophisticated with many more resources at their disposal. This requires a new twist on the way we do business nowadays. Speaker, sales consultant and author of The New Game of Selling, Mitch Axelrod joins host Dan Walker to explain in this 10-minute podcast.  

So you’ve finally kicked the door open on the account and it’s presentation time. Are you sure you’re ready for that? Or are you "sweatin’ bullets?" Don’t worry, we’re gonna talk you off the ledge. Busy sales consultant, speaker, and founder of Engage Selling Solutions and author of the new book, Nonstop Sales Boom, Colleen Francis joins host Dan Walker to take us through some do’s and don’ts of effective, successful presentations in this 10-minute podcast.

Here's a note from our old friend "Capt. Obvious" - As sales reps, our job is to sell our product or service. But what remains unclear to some, and what needs to be repeated from time to time is, it’s the way we sell it that makes the difference. Our guest says a big problem is that sometimes we try to sell a little too hard, and that can really put customers off.  Busy sales consultant, trainer & prolific author Jeffrey Gitomer, joins host Dan Walker to put us back on track in this 10-minute podcast.

When you’re preparing for your day in sales, surprisingly, a major part of your process has got to be how NOT to think like a sales rep, but rather to think like your customer. Maybe you’ve heard this before, but joining us is a guy who, through many years of experience in front of customers and of consulting sales teams, has developed road map that’s ready for prime time. Jerry Acuff, CEO of the consulting firm Delta Point, joins host Dan Walker in this 10-minute podcast. SalesRepRadio is a service of The MarComm Store Inc

In the best of all worlds, you’d have just the right marketing for your product or service, a nice list of dependable customers, and of course a comfortable chair in which to sit back and take orders all day.  Now, back to reality. We all know that we have to work hard every day in order to stay relevant. And in case you’ve forgotten that message, speaker, trainer & consultant Tim Connor joins host Dan Walker with a reminder.