"Selling Has Nothing To Do With Selling" by Rick Farrell

"In the past, salespeople created value by bringing information to the table. Their customers valued them as a resource, they valued them for information. But because of Google, and they're two clicks away from that information, salespeople have to change the flow of information to create value. Their job is no longer to give information, their job is to get information."


CLICK TO LISTEN


SalesRepRadio is produced by The MarComm Store, leaders in the development of sales training reinforcement programs, custom corporate podcasts, learning incentive programs, robust web design and more. For more information, visit http://www.marcommstore.com/.

"Winning The Battle With Time" by Susan Martin

"These days we are on so much 'information overload.' Things are moving so quickly - e-mail, faxes - you name it - we're expected to turn around on a dime. Just because we can be reached 24/7, we're expected to be on alert 24/7. And the more we accept this, the more it gets piled on, and it just becomes a vicious cycle from there."


CLICK TO LISTEN


SalesRepRadio is produced by The MarComm Store, leaders in the development of sales training reinforcement programs, custom corporate podcasts, learning incentive programs, robust web design and more. For more information, visit http://www.marcommstore.com/.

"Partner Selling" by Bob Frare

"Sales people today and sales organizations really need to partner with their customers more effectively. Probably now more than ever, they need to really become problem solvers and consultants for their customers at all levels. It's really a trend that's been going on for some time, but now more than ever in this challenging marketplace, salespeople need to be sharp in those areas."


CLICK TO LISTEN


SalesRepRadio is produced by The MarComm Store, leaders in the development of sales training reinforcement programs, custom corporate podcasts, learning incentive programs, robust web design and more. For more information, visit http://www.marcommstore.com/.

"How Service Buyers Buy" by Michael Schultz

"In the area of marketing and selling professional services, if you go back thirty years ago, it was mostly having three-martini lunches with the people at the club and they'd get to know professional services providers. Now the competitive landscape of professional services has gotten much more like running a business. Just in the last five or ten years, the competitive dynamics have changed from twirling your pinky in your martini to 'How do I grow this firm?'"

CLICK TO LISTEN

SalesRepRadio is produced by The MarComm Store, leaders in the development of sales training reinforcement programs, custom corporate podcasts, learning incentive programs, robust web design and more. For more information, visit http://www.marcommstore.com/.