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Trumix.com : Podcast : Business : Business

Closing Bigger Sales Podcast

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Language: English
Category: Business / Business
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The Closing Bigger Sales Podcast is hosted and developed by Shane Gibson author of Closing Bigger the Field Guide to Closing Bigger Deals. These sales podcasts Podcast interviews with multi-million dollar deal closers in industries such as: Real Estate Oil and Gas High Technology / IT Consulting Engineering International Trade Raising Multi-million dollar financing Additional topics covered will be: Mentorship Sales force management Recruiting top sales people Podcasting as a training and management tool


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Integrating Social Media Into Your Sales and Marketing Process
Today’s social media podcast is on Integrating Social Media into Your Sales and Marketing Process. I will discuss the Social Media Matrix that Stephen Jagger and I developed for Sociable! as well as the 7 Steps to Strategic Engagement and Integration which are: Identify Your Goal Identify Your Target Audience Pick the Right Platforms Map out Social Etiquette Implement Listening [...]...

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[ Mon, 06 Jul 2009 19:00:32 +0000 ]


Operationalizing Your Sales Process Day 28 to the 28 Days of Better Selling
Following are the five key elements of Operationalizing sales (Full explanation in text is here): 1.    Tools 2.    Measurement 3.    Processes and Knowledge 4.    Maximize Selling Time 5.    Support and Accountability Structure After you listen to today’s podcast your assignment is to: List the 5 headings for operationalizing sales discussed Fill in under each heading what actions or steps you are going to [...]...

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[ Tue, 16 Jun 2009 08:07:55 +0000 ]


Operationalizing Your Sales Process Day 28 to the 28 Days of Better Selling
Following are the five key elements of Operationalizing sales (Full explanation in text is here): 1.    Tools 2.    Measurement 3.    Processes and Knowledge 4.    Maximize Selling Time 5.    Support and Accountability Structure After you listen to today’s podcast your assignment is to: List the 5 headings for operationalizing sales discussed Fill in under each heading what actions or steps you are going to [...]...

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[ Tue, 16 Jun 2009 08:07:55 +0000 ]


15 Ways to Close a Sale Day 27 of the 28 Days to Better Selling
Today for day 27 of the 28 Days to Better Selling we are covering 15 ways to close a sale. After you listen to the podcast identify how many of the closes listed below that you could apply to your sales process. The Alternative Close The Assumed Close The Minor Decision Close The Courtesy Close – “silent principle” The Direct [...]...

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[ Mon, 15 Jun 2009 04:10:07 +0000 ]


15 Ways to Close a Sale Day 27 of the 28 Days to Better Selling
Today for day 27 of the 28 Days to Better Selling we are covering 15 ways to close a sale. After you listen to the podcast identify how many of the closes listed below that you could apply to your sales process. The Alternative Close The Assumed Close The Minor Decision Close The Courtesy Close – “silent principle” The Direct [...]...

MORE... | LISTEN | DOWNLOAD | MOBILE DEVICE

[ Mon, 15 Jun 2009 04:10:07 +0000 ]


Reducing Anxiety and Worry Day 26 of the 28 Days to Better Selling
Energy management in sales is just as important as time management. Worry and anxiety can be big energy drainers.  Your assignment today is to implement as many of the strategies outlined in today’s podcast as possible. The following are some ideas, strategies, and tips to proactively help reduce your worry and anxiety: Set a Specific Time for [...]...

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[ Sun, 14 Jun 2009 06:05:09 +0000 ]


Reducing Anxiety and Worry Day 26 of the 28 Days to Better Selling
Energy management in sales is just as important as time management. Worry and anxiety can be big energy drainers.  Your assignment today is to implement as many of the strategies outlined in today’s podcast as possible. The following are some ideas, strategies, and tips to proactively help reduce your worry and anxiety: Set a Specific Time for [...]...

MORE... | LISTEN | DOWNLOAD | MOBILE DEVICE

[ Sun, 14 Jun 2009 06:05:09 +0000 ]


Key Skills and Strengths for Selling Intangibles Day 25 of The 28 Days to Better Selling
Yesterday we talked about the importance of proving or selling inangible results related to your products or services.  Today we are going to focus on some of the key attributes needed to do so.  The following provides a brief overview of some of the skills and strengths needed to be great at selling intangibles. Personal Brand [...]...

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[ Fri, 12 Jun 2009 22:01:01 +0000 ]


Key Skills and Strengths for Selling Intangibles Day 25 of The 28 Days to Better Selling
Yesterday we talked about the importance of proving or selling inangible results related to your products or services.  Today we are going to focus on some of the key attributes needed to do so.  The following provides a brief overview of some of the skills and strengths needed to be great at selling intangibles. Personal Brand [...]...

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[ Fri, 12 Jun 2009 22:01:01 +0000 ]


Influencing Top Level Decision Makers Day 24 to the 28 Days of Better Selling
Top level decision makers are results-orientated. Both tangible results and intangible results appeal to them.  In order to be seen as a resource and potential supplier you must tap into their desire to produce results. The kind of tangible results that appeal to them are: Raising Revenues: Show them how their overall volume can be increased; in other [...]...

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[ Thu, 11 Jun 2009 23:20:21 +0000 ]


Influencing Top Level Decision Makers Day 24 to the 28 Days of Better Selling
Top level decision makers are results-orientated. Both tangible results and intangible results appeal to them.  In order to be seen as a resource and potential supplier you must tap into their desire to produce results. The kind of tangible results that appeal to them are: Raising Revenues: Show them how their overall volume can be increased; in other [...]...

MORE... | LISTEN | DOWNLOAD | MOBILE DEVICE

[ Thu, 11 Jun 2009 23:20:21 +0000 ]


Team Players Make Efficient Sellers Day 22 of the 28 days of Better Selling
Too often salespeople even when surrounded by a large corporation do things all on their own.  They have been selected because of their personal drive and focus, but this can also be a downfall. This podcast is focused on the importance of connecting with and collaborating with internal and external stakeholders. Who knows, maybe the marketing [...]...

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[ Tue, 09 Jun 2009 20:15:43 +0000 ]


Team Players Make Efficient Sellers Day 22 of the 28 days of Better Selling
Too often salespeople even when surrounded by a large corporation do things all on their own.  They have been selected because of their personal drive and focus, but this can also be a downfall. This podcast is focused on the importance of connecting with and collaborating with internal and external stakeholders. Who knows, maybe the marketing [...]...

MORE... | LISTEN | DOWNLOAD | MOBILE DEVICE

[ Tue, 09 Jun 2009 20:15:43 +0000 ]


Just Thinking About You Day 21 to the 28 Days of Better Selling
Today’s assignment is pretty straight forward. Mindshare = Walletshare. With that said mindshare is gained through adding value in multiple contexts with clients. Your assingment today is to add value by letting five of your key accounts know you are thinking about them and care about their success. Click here to Tweet this Sales Blog [...]...

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[ Tue, 09 Jun 2009 07:02:03 +0000 ]


Just Thinking About You Day 21 to the 28 Days of Better Selling
Today’s assignment is pretty straight forward. Mindshare = Walletshare. With that said mindshare is gained through adding value in multiple contexts with clients. Your assingment today is to add value by letting five of your key accounts know you are thinking about them and care about their success. Click here to Tweet this Sales Blog [...]...

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[ Tue, 09 Jun 2009 07:02:03 +0000 ]


Team Selling Day 20 of the 28 Days to Better Selling
Team selling is a whole new dynamic for a lot of new sales people, even tenured sales people and executives can often miss in a team environment. Sales people are measured by their individual contribution to the bottom-line but in team selling they need to take a look at the bigger picture and engage and [...]...

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[ Mon, 08 Jun 2009 03:34:42 +0000 ]


Team Selling Day 20 of the 28 Days to Better Selling
Team selling is a whole new dynamic for a lot of new sales people, even tenured sales people and executives can often miss in a team environment. Sales people are measured by their individual contribution to the bottom-line but in team selling they need to take a look at the bigger picture and engage and [...]...

MORE... | LISTEN | DOWNLOAD | MOBILE DEVICE

[ Mon, 08 Jun 2009 03:34:42 +0000 ]


Preparing for a sales call Day 19 of the 28 Days to Better Selling
We work hard to target the right companies, get past the gatekeeper, and get a commitment from the client to meet with us.  But are we prepared? This is a two part podcast on getting ready for meetings.  Today we will focus on individual sales calls and tomorrow we will talk about how to plan [...]...

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[ Sun, 07 Jun 2009 06:34:28 +0000 ]


Preparing for a sales call Day 19 of the 28 Days to Better Selling
We work hard to target the right companies, get past the gatekeeper, and get a commitment from the client to meet with us.  But are we prepared? This is a two part podcast on getting ready for meetings.  Today we will focus on individual sales calls and tomorrow we will talk about how to plan [...]...

MORE... | LISTEN | DOWNLOAD | MOBILE DEVICE

[ Sun, 07 Jun 2009 06:34:28 +0000 ]


Preemptive Objection Handling Day 16 to the 28 Days to Better Selling
Preempting objections is an important strategy that most successful sales people apply. Often we will have several obejctions that come up about our product, service or company on a regular basis. There are also things that lose deals that prospects will not tell us they are worried about. Your assignment today is to listen to the [...]...

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[ Wed, 03 Jun 2009 06:30:52 +0000 ]


Preemptive Objection Handling Day 16 to the 28 Days to Better Selling
Preempting objections is an important strategy that most successful sales people apply. Often we will have several obejctions that come up about our product, service or company on a regular basis. There are also things that lose deals that prospects will not tell us they are worried about. Your assignment today is to listen to the [...]...

MORE... | LISTEN | DOWNLOAD | MOBILE DEVICE

[ Wed, 03 Jun 2009 06:30:52 +0000 ]


Day 15 to the 28 Days of Better Selling
Today’s assignment is focused on turning data gathered into compelling sales language. People buy results, emotions, and feelings not solutions or or things. After you have gathered a ton of  information in a client meeting the question is “What do I do with this information?” Today’s podcast is about prioritzing client issues, focusing on your key [...]...

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[ Tue, 02 Jun 2009 20:41:30 +0000 ]


Day 15 to the 28 Days of Better Selling
Today’s assignment is focused on turning data gathered into compelling sales language. People buy results, emotions, and feelings not solutions or or things. After you have gathered a ton of  information in a client meeting the question is “What do I do with this information?” Today’s podcast is about prioritzing client issues, focusing on your key [...]...

MORE... | LISTEN | DOWNLOAD | MOBILE DEVICE

[ Tue, 02 Jun 2009 20:41:30 +0000 ]


Needs Analysis in Sales Part 2 - Day 11 of the 28 Days to Better Selling
Yesterday we focused on how to construct a client needs analysis questionnaire.  Today’s lesson is focused on how to conduct a needs analysis effectively. The core take-aways for this lesson are: Never sell during the needs analysis. Don’t finish the prospect’s sentences, allow them to explore solutions and challenges in their own context. Get permission to sell at the [...]...

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[ Thu, 28 May 2009 23:03:13 +0000 ]


Needs Analysis in Sales Part 2 - Day 11 of the 28 Days to Better Selling
Yesterday we focused on how to construct a client needs analysis questionnaire.  Today’s lesson is focused on how to conduct a needs analysis effectively. The core take-aways for this lesson are: Never sell during the needs analysis. Don’t finish the prospect’s sentences, allow them to explore solutions and challenges in their own context. Get permission to sell at the [...]...

MORE... | LISTEN | DOWNLOAD | MOBILE DEVICE

[ Thu, 28 May 2009 23:03:13 +0000 ]


Needs Analysis in Sales Day 10 of the 28 Days to Better Selling
A few of us are in different time zones, others have expressed that they are a bit behind on the assignments so technically this is day 10.5 as far as timing goes but don’t worry, we’ll catch up by the weekend with some extra but easy to implement tweaks to our sales process. Today is about [...]...

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[ Thu, 28 May 2009 06:59:27 +0000 ]


Needs Analysis in Sales Day 10 of the 28 Days to Better Selling
A few of us are in different time zones, others have expressed that they are a bit behind on the assignments so technically this is day 10.5 as far as timing goes but don’t worry, we’ll catch up by the weekend with some extra but easy to implement tweaks to our sales process. Today is about [...]...

MORE... | LISTEN | DOWNLOAD | MOBILE DEVICE

[ Thu, 28 May 2009 06:59:27 +0000 ]


Don’t Be a Boring Sales Person Day 8 to The 28 Days to Better Selling
Face it, as sales people we can be really boring. We’re predictable, and in most cases we sound just like the next guy.  Being boring is a guaranteed way to commoditize our product or service and drag our sales cycle out much longer than it has to be. Listen to today’s podcast and then do [...]...

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[ Mon, 25 May 2009 07:04:30 +0000 ]


Don’t Be a Boring Sales Person Day 8 to The 28 Days to Better Selling
Face it, as sales people we can be really boring. We’re predictable, and in most cases we sound just like the next guy.  Being boring is a guaranteed way to commoditize our product or service and drag our sales cycle out much longer than it has to be. Listen to today’s podcast and then do [...]...

MORE... | LISTEN | DOWNLOAD | MOBILE DEVICE

[ Mon, 25 May 2009 07:04:30 +0000 ]


Lead Nurturing in Sales Day 7 of The 28 Days to Better Selling
Today is day 7 of the 28 Days to Better Selling.  Today we are going to focus on lead nurturing. Lead nurturing is really about taking a contact or a prospect who has given us permission to begin a relationship with them, and through a series of value added contacts solidify the relationship.  This relationship [...]...

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[ Mon, 25 May 2009 06:31:22 +0000 ]

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