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Salesopedia Media

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Language: English
Category: Business / Unknown
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Salesopedia Media is for sales professionals who want to sell more. Each episode features Clayton Shold in conversation with some of the top names in the world of sales. Take a 10 to 15 minute break with us and give your career a boost!


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Power Prospecting
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 [...]...

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[ Wed, 28 Oct 2009 10:15:31 +0000 ]


Sales Meeting Best Practices
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 [...]...

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[ Wed, 14 Oct 2009 10:21:49 +0000 ]


Selling and Buying Explained
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 [...]...

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[ Wed, 07 Oct 2009 10:39:46 +0000 ]


Referral Selling
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 [...]...

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[ Thu, 24 Sep 2009 01:17:49 +0000 ]


Thrive in the New Economy
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 [...]...

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[ Wed, 09 Sep 2009 11:00:18 +0000 ]


Sales Excellence in Turbulent Times
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 [...]...

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[ Wed, 02 Sep 2009 12:00:43 +0000 ]


Selling to the C-Suite
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 [...]...

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[ Wed, 26 Aug 2009 10:54:49 +0000 ]


Hiring Sales Talent
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 [...]...

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[ Wed, 19 Aug 2009 11:30:15 +0000 ]


Pareto Rules Sales Activity
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 [...]...

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[ Wed, 12 Aug 2009 12:04:10 +0000 ]


Beyond Uncovering Needs
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 [...]...

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[ Wed, 05 Aug 2009 12:26:26 +0000 ]


Should Sales People Tweet?
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 [...]...

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[ Wed, 29 Jul 2009 03:28:15 +0000 ]


Professional Development
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 [...]...

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[ Wed, 22 Jul 2009 03:31:00 +0000 ]


What Not To Do
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 [...]...

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[ Wed, 15 Jul 2009 11:21:59 +0000 ]


Is Trust in Sales an Oxymoron
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 [...]...

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[ Wed, 08 Jul 2009 04:01:22 +0000 ]


Trade Show Survival Tips
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 [...]...

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[ Wed, 01 Jul 2009 12:21:06 +0000 ]


The Price Question
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 [...]...

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[ Wed, 24 Jun 2009 04:01:57 +0000 ]


Intelligent Motivation
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 [...]...

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[ Wed, 17 Jun 2009 11:22:09 +0000 ]


Traps to Avoid When You Speak
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 [...]...

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[ Wed, 10 Jun 2009 11:00:00 +0000 ]


The Art of Effective Follow-up
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 [...]...

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[ Wed, 03 Jun 2009 11:21:50 +0000 ]


Empowering Sales Mindsets
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 [...]...

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[ Wed, 27 May 2009 11:01:14 +0000 ]


Controlling Time
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 [...]...

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[ Wed, 20 May 2009 11:44:45 +0000 ]


Branding Yourself Online
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 [...]...

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[ Wed, 13 May 2009 11:32:02 +0000 ]


Upside to Recession Selling
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 [...]...

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[ Wed, 06 May 2009 10:49:20 +0000 ]


The Question is Key
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 [...]...

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[ Wed, 29 Apr 2009 16:05:27 +0000 ]


Selling to Zebras
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 [...]...

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[ Wed, 22 Apr 2009 11:03:48 +0000 ]


Building Loyalty … and Commissions!
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[ Wed, 15 Apr 2009 10:04:31 +0000 ]


Quantify – Don’t Qualify
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 [...]...

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[ Wed, 08 Apr 2009 10:20:59 +0000 ]


Engaging Presentations
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 [...]...

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[ Thu, 02 Apr 2009 01:20:29 +0000 ]


Double Your Sales in 2009
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 [...]...

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[ Wed, 25 Mar 2009 03:26:51 +0000 ]


Sales Mojo
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, [...]...

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[ Wed, 18 Mar 2009 09:55:06 +0000 ]

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