Selling is an interactive activity and successful results will be determined by being prepared for all opportunities. The market is constantly changing and how people buy evolves as more options are available. Learn how to generate greater revenue, memorable experiences, and create client advocates by subscribing and applying relevant selling skills.
May 2021 - Sales Compensation Plans
Compensation is the reward for work and risk. Sales leadership has a standing goal of rewarding the behavior you want to instill and inspire. How can we align strategy, compensation, and revenue projections?
Look into the archives and retrieve that business plan and let’s update the strategy, compensation and relaunch our products and services as Bill and I discuss Sales Compensation Plans and more on episode 458 of the Winning at Selling Podcast.
May 2021 - The Challenge of Procurement
So, your sale just ended up with procurement, right? Well that doesn’t mean the end of the deal, or the end of profitability. A purchasing agent can be a daunting foe, or a great ally. It all depends on how you handle them and how you help them “get it right”.
Don’t let that purchasing agent get you down. Instead, get empowered as Scott and I discuss The Challenge of Procurement and much more on episode 457 of the Winning at Selling Podcast.
What is your Motivation?
The interaction of sales is a unique setting because often you are trying to motivate yourself, your team and prospects. Motivation means to “move emotionally.” To achieve maximum motivation and productivity for you and others, it’s important to consider and engage the different types of motivation.
Get prepared to be moved emotionally as Bill and I discuss What is your Motivation? That and much more on episode 456 of the Winning at Selling Podcast.
Apr 2021 - Sales Management That Works - Guest: Frank Cespedes
A career as a sales professional is peppered with constant decisions in behaviors and responses. Answers can contradict themselves on the same topic. Making the source questionable. Today we have the authority of sales process, sales management, and contributors to achieving sales goals.
Be prepared for a sales transformation as Bill and I discuss Sales Management That Works with author, Harvard professor, and sales management expert, Frank Cespedes. That and much more on episode 455.
Apr 2021- Dealing with Customers Who Delay
Well, Bill, thanks for putting this proposal together. It looks really good, but I need to think about it for a bit. I’ll give you a call in a couple of weeks – OK? But it’s NOT OK, is it? It sucks because you can feel the sale slipping away into an endless series of delays and put offs. What can you do about it? The customer just took over the sale!
So shake of those negative feelings as Scott and I discuss Dealing with Customers Who Delay and much more on episode 454 of the Winning at Selling Pod
Apr 2021 – How is Sales Changing?
It’s been said, “Change is inevitable.” And if you’ve been in sales the past few years, you know that to be true. The customer’s buying process has changed and so must the way that we sell.
So buckle up you buckaroos as Scott and I discuss How is sales changing? and much more on episode 453 of the Winning at Selling Podcast.
Opening doors with every episode!
This podcast is an absolutely excellent resource for all things sales. I appreciate the variety of guests, the quality of information, and Scott and Bill's sincere humility to give all this amazing insight away for free!
Thank you, Bill and Scott, for all that you do! I look forward to your podcasts and appreciate the applicable, relevant, and on-point advice that you share. You both are also professional and personable. I highly recommend your sales training and guidance and you deserve a 5-star rating!
I have learned a ton from these guys....very practical with tools and tips, while also philosophical (offering the 'why' behind their recommendations). THANK YOU, and wishing Steve the best possible health in the year ahead. I'm pulling for you, Steve!