SalesRepRadio

"Sell To People With Power" by Josiane Feigon

2009-12-27T06:08:00.005-06:00

"No-Po stands for No Power. It can also stand for No Potential or No Purchase Order. But it's someone who has no authority or no influence to make anything happen in the sale. They're sophisticated gate keepers, they're not your typical receptionist. These are people who actually hold positions within the organization and that's what makes it even more confusing."

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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/.

"Disqualify Your Way To Success" by Dan Seidman

2009-12-20T09:07:00.004-06:00

"If sales reps get the hint of a smile or maybe a closing question from their prospective customer, they think there's hope. Many don't realize that their responsibility early in the sales call is to disqualify their prospect...find out all the reasons they wouldn't buy from you so you're not chasing people who aren't a good fit for you."

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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/.

"Cracking Corporate Accounts" by Jill Konrath

2009-12-13T07:48:00.003-06:00

"People really want to try for those big ones, but they give up over time because sometimes it's so darned frustrating. It's like beating your head against the wall trying to get your foot in the door. And it's really hard because nobody ever calls you back."

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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/.

"Never Cold Call Again" by Frank Rumbauskas

2009-12-06T09:33:00.004-06:00

"Cold calling really is backwards because you're making these calls at random to a person who probably doesn't need what you've got. If they needed it they're already working with someone or they've already got it. So it's really just an untargeted, unfocused way to go about your business."

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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/.

"Success Through Value Selling" by Brad Helmer

2009-11-29T09:11:00.005-06:00

"I think often times we in the sales profession forget that a large part of the value a client perceives in the solution we're positioning has to do with how we engage them. How we engage a client is a huge part of the equation in how much value is perceived."

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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/.

"Success With Speed Bumps" by Kathy Aaronson

2009-11-22T06:35:00.007-06:00

"People live very busy lives, and if you want them to be receptive to your first call or overture, you may want to be prepared to put together a process which we call "Speed Bumps" to slow everybody down and create receptivity to what you have to talk about."

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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/.

"Success Through Differentiation" by Tim Wackel

2009-11-15T07:33:00.005-06:00

"The premise is that your success isn't based on what you sell, but it's based on how you sell. One of the first things we want to evaluate is what exactly defines you as a sales professional. When I ask reps to list ten things they do differently than the competition, most people run out of ideas after two or three."

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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/.

"Think Like A Buyer" by Jerry Acuff

2009-11-01T09:18:00.004-06:00

"The interesting thing is what we teach sales people is selling. It's very 'me' focused, very product focused. Even though we say we're customer focused, customers don't think that way. When you think like a buyer, you're focused on helping the customer solve their problems, issues and challenges. The dialogue is different and very often the results are different."

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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/.

"Conquer The Fear Of Selling" by Alice Wheaton

2009-10-25T05:06:00.004-05:00

"Confidence is something, that if you pursue, you will never be successful. Instead, let's pursue competence. Because with competence, you end up having a great big vast vat of hoarded resources inside you."

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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/.

"Success Through Curiosity and Credibility" by Tom Freese

2009-10-18T06:09:00.004-05:00

"If you zoom the camera lens out and you look at human interaction, you'll find that when people interact productively, they interact in a question-based way. If you look in the rear-view mirror at your sales relationships that have gone well, they too are question-based."

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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/.

"Networking From Within" by Kendra Lee

2009-10-11T05:56:00.005-05:00

"As you look at your customers that you've already sold to, there's a whole group of people who are out there supporting you and the solution that you've sold to them that can be leveraged as a network on your behalf in that organization."

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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/.

"Six Things We Must Know" by Hal Becker

2009-10-04T05:36:00.004-05:00

"Most salespeople -and I'm going to give you a Cleveland, Ohio term - suck. The reason being, they don't practice their craft. They don't look at it as a profession. Most salespeople never take a course, especially with their own money. They never read a book cover-to-cover. So there are six basic ingredients that make the best of the best."

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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/.

"Networking On Steroids" by Joe Guertin

2009-09-28T04:41:00.004-05:00

"The Alliance, or 'networking on steroids' is where I will develop a networking group, but it won't be something I do in my spare time. It will be something that I work to really cultivate, just as I would cultivate an account list."

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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/.

"Success Using CRM" by Walter Rogers

2009-09-20T07:53:00.003-05:00

"The thing to really think about when you look at a CRM is what it can do for you, not what it can do against you. If you take a completely different view at CRM and view it as an enablement product instead of as a “Big Brother” system, all the sudden your mind will open up and you’ll start to see ways you can streamline your workflow."

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"Selling to the C-Suite" by Steve Bistritz & Nic Read

2009-09-13T13:35:00.004-05:00

"There are lots of ways to gain access - you can contact the executive directly, you can use a sponsor within the executive's organization, you can use a business associate to help you get to the executive or you can treat the gatekeeper as a resource. The executives gave us some interesting insight of how to get to them."

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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/.

"Differentiate and Connect" by Tony Martin

2009-09-06T05:18:00.004-05:00

"It's an incredibly competitive marketplace today, and it's only getting more competitive. The margin of victory is increasingly small and most sales people lack a sales process that matches the natural buying process that nearly all buyers follow."

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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/.

"Outcome Focused Selling" by Anne Warfield

2009-08-30T16:27:00.005-05:00

"When a salesperson is transaction focused, they tend to talk to their clients about who their company is, what they can do and how it can work for the customer. The problem is that's not the way your customer thinks."

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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/.

"Getting Past The Palace Guard" by Wendy Weiss

2009-08-23T07:49:00.005-05:00

"You've got something that's incredible. You've got a great product or a great service. You've targeted your market and you know you have something of real value to bring, and you can't get the prospect on the phone. It happens over and over again to so many sales reps."

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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/.

"Business Proposals That Close" by Tom Sant

2009-08-09T06:12:00.004-05:00

"It's an odd thing that in our era when process-oriented methods of selling have become so dominant where they focus on a step-by-step method - what they fail to do is account for the fact that at the end, you probably have to develop and deliver a compelling proposal. They get us right up to the threshold of the deal and they've got our hand on the knob, but then we don't know how to turn it."

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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/.

"Sharpening Your Inside Sales Skills" by Josiane Feigon

2009-08-02T05:58:00.005-05:00

"What's your opening? How do you come in? Especially when you're on the phone, you have less than fifteen seconds to make an impact, and today we're looking at a lot of new ways to make your introduction. You don't have much time when you're dealing with a very distracted and busy decision maker."

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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/.

"Negotiating with Big Companies" by Jeanette Nyden

2009-07-26T06:00:00.004-05:00

"It can feel as if the big companies are holding all the cards and are dictating what the negotiations will look like. You feel like you're accepting terms and conditions or price points that are not as favorable as you'd like them to be. There are some things you can do to address those concerns."

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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/.

"Becoming a Sales Magnet" by Will Turner

2009-07-19T07:43:00.004-05:00

"The idea is to find a bull's eye market and penetrate that market. Become not only a specialist there, but really become the expert in what you provide and what you can do. Those people know other people like them and if you do a good job, they're going to refer you to others. In essence, you're doing a lot less work because you've got a lot more people helping you build your business."

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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/.

"Presentation Do's and Don'ts" by Colleen Francis

2009-07-12T05:33:00.004-05:00

"Over the last year or so, I've really noticed that people are paying more attention to their presentation skills probably because they're finding that they can either make or break the sale and the relationship based on how well they do in the board room."

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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/.

"Leveraging Your Way To Success" by Nancy Fox

2009-07-05T07:55:00.004-05:00

"We not utilizing all the resources, people, skills and talents we have. Every time we need to accomplish something we add it on - it becomes the Band-Aide method. Instead of adding on hours, how can we get more done in the same amount of time by leveraging what we already have?"

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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/.

"Filling Your Pipeline" by Mac McIntosh

2009-06-28T05:43:00.005-05:00

"Sales people are constantly looking for new opportunities that they can turn into short-term business. Sales people often complain about the lack of leads but there are a lot of things they can do themselves to fill up their pipeline."

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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/.

"Kicked-Up Presentations" by Larry Tracy

2009-06-21T05:30:00.004-05:00

"Jerry Seinfeld said that most people would rather be in the coffin than be required to deliver the eulogy. Public speaking is a well-founded fear, but it can be so easily overcome by having a rigorous, systematic way of preparing before you go into any presentation."

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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/.

"Better Memory" by Roger Seip

2009-06-14T07:04:00.006-05:00

"When salespeople start thinking about how their memory impacts their success and their performance and their income, this whole concept of remembering somebody's name is hands-down the number one challenge people have."

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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/.

"Sell Smart - Not Hard" by Jeffrey Gitomer

2009-06-07T09:07:00.005-05:00

"The salesperson, man or woman, who walks into the potential buyer's office and starts to puke all over them about how great they are and how wonderful their product is...they're going to lose, or they're going to fight the price because they haven't differentiated themselves in any way."

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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/.

"Sharpen Your Phone Skills" by Brenda Follis

2009-05-31T07:43:00.003-05:00

"It's the old 'spray 'n pray' - you spray out your presentation and then pray that somebody's going to like something in that. Face-to-face you might be able to get away with that, but on the phone, we're definitely not able to get away with that because we only have a small period of time to talk to the customer."

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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/.

"The Science of Persuasion" by Dave Lakhani

2009-05-24T06:13:00.004-05:00

"The first and the biggest area that allows salespeople to begin to deeply persuade is by telling stories. Using stories to sell is the most effective way that you can communicate with customers because it works on a subconscious level."

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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/.

"Question Your Way To Success" by Steve Waterhouse

2009-05-17T07:55:00.005-05:00

"Questions are the essence of everything in life. Just think about it. When you want to learn something, you have to ask a question. The key to sales is not telling the client what you want them to hear. The key is to tell the client what they want to hear. But how could we possibly do that if we didn't ask questions?"

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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/.

"Keep Your Customer Talking" by Hank Trisler

2009-05-10T05:38:00.004-05:00

"I will only lose when I am talking. Did you ever notice that a customer has never asked you to leave their office while they're talking? They don't walk out on you or hang up on you while they're talking. The only time the customers terminate the conversation is when you're talking. That's one of the keys, keep the other guys talking."

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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/.

"Think Small to Win Big" by Jill Konrath

2009-05-03T05:56:00.004-05:00

"It's so hard today I can't even tell you. How do you get into 3M? How do I get into General Mills? How do you get into GE? You just look at these companies longingly thinking, 'If only I could get my foot in the door I could make some money this year and my boss would be off my back.' The key is to get into the company. Once you're in a large corporation you can get a lot more work."

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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/.

"Powerful Phone Skills" by Renee Walkup

2009-04-26T06:32:00.004-05:00

"Here's a tip: How's your posture? Many people are in a relaxed atmosphere, they might be slouching or leaning back in their chair - they might even have their feet up on the desk! That affects our voice tone and inflection. The physiology affects your voice."

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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/.

"High Power Presentations" by Patricia Fripp

2009-04-19T09:56:00.006-05:00

"The first thirty seconds and the last thirty seconds of any presentation is the most important. So I always say come out punching, grab the audience's attention. I maintain that when you do a sales presentation well, it is to be admired. We have to look at what everybody else does and don't do it. And that in itself makes you stand out."

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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/.

"Success Using Props" by Anne Miller

2009-04-05T10:36:00.004-05:00

"We're talking about props that are appropriately used in sales to do any number of wonderful things for you like getting in to see people, make a point during a presentation or close business. So it needs to be appropriate props, not just props for the sake of props."

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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/.

"Turn Negatives Into Powerful Positives" by Barry Maher

2009-03-22T08:18:00.008-05:00

"One of the things I deal with is the disconnect salespeople feel between what they're selling, and what they know about what they're selling - the company, the product, the service, themselves - and what they feel they have to tell people in order to make the sale."

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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/.

"The Revenue Acquisition Map" by Michael Cannon

2009-03-22T08:18:00.004-05:00

"Most of us don't have a plan for the series of meetings that we're going to close for that logically lead the buyer to buy from us. What is the series of meetings that are going to get us through that process? I think if we have these meetings defined up front, we're much more likely to successfully move our buyers through the buying process."

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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/.

"Overcoming Your Strengths" by Dr. Lois Frankel

2009-03-15T05:01:00.006-05:00

"Statistics show that one in two people are going to derail at some point in their careers. So when you think about it, you flip a coin and that's your chance of whether or not you're going to hit one of those roadblocks. Derailment is defined as any unexpected change in career momentum. It could be that you're moving up and suddenly you're plateauing. It could be that other people are getting promotions. So there's all kinds of derailment."

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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/.

"Shorten The Sales Cycle" by Bob Urichuck

2009-03-08T09:20:00.004-05:00

"There's a buyer's system out there and the buyers are in control while sellers think they're in control. If you have a system that you follow, you will be in control of the process. The overall secret to staying in control of the sales process is to be the person asking questions, and listening. Never be telling. Asking questions helps the customers buy."

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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/.

"Sell More by Asking Better Questions" by Michael McLaughlin

2009-03-01T05:59:00.005-06:00

"A lot of times Sales Reps go into a situation with a customer and they're told that they have a certain problem. The Sales Rep will dutifully takes notes, ask a couple of questions and suggest a solution. So they often times will get to the point where they're saying, 'Here is how we'll solve your problem' before they understand the complete problem."

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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/.

"Four Traits of High Performers" by Bill Kowalski

2009-02-22T05:35:00.004-06:00

"The four traits are really not traits you can learn in a classroom, so to speak. It's something you develop experientially over time. So these traits can be developed and usually require someone to have the good fortune of having a coach or a mentor."

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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/.

"More Endless Referrals" by Bob Burg

2009-02-15T15:08:00.005-06:00

"What Superstar Networkers do is add value to other's lives - add increase to other's lives. Now understand, at networking events, everybody else wants to know, 'how can you help me?' But you're not doing that - you're basically implying, 'I'm interested in your business - I'm interested in helping you.' And that separates you from every single person they meet!"

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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/.

"Powerful Team Presentations" by Susan Onaitis

2009-02-08T08:17:00.004-06:00

"There has to be an orchestrator for team presentations, who could be the sales rep or the customer relationship manager. The first step for that person is really the pre-planning and the fact gathering, and that is all about the pre-selling. Get in there and get the information. What does the client expect, what are they looking for, what value can you bring - all those kinds of things."

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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/.

"Follow Up!" by Wendy Weiss

2009-02-01T10:53:00.002-06:00

"It's imperative to stay in touch with your prospect. Once you've contacted them initially and you've made a good impression and you've introduced whatever it is you're selling, it's still up to you to continue to stay in touch with that prospect until they're ready to make a purchase. And that might take a long time. It's your job to stay in touch with that prospect until they're ready to buy."

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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/.

"You Call That Selling?" by Tim Connor

2009-01-25T08:26:00.003-06:00

"A lot of people form habits - especially people who have been in sales five, ten, fifteen years - that's why I didn't aim the book at either new sales people or veteran salespeople, because I have found that some people who have been around a long time are making some of these mistakes."

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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/.

"Ten Commandments of Success" by Gerry Layo

2009-01-18T16:41:00.005-06:00

"We're finding that there are these top 20% of the sales people who are getting 80% of the results out there. There are a lot of things they do that they have in common with the other better sales people. And the thing we're discovering is that the other 80% of salespeople who get only 20% of the results aren't doing these things. Success leaves clues and we need to coach the bottom 80% on the foundational ways the top pro's think and act."

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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/.

"Keeping Your Pipeline Full" by Jeff Goldberg

2009-01-11T08:52:00.004-06:00

"Sales is ruled by what we call the rule of thirds. That means that one-third of the people you get in front of should buy from you fairly easily. The second third are never going to buy from you - there's just nothing you could possibly do to get those people to buy from you. And the last third is the third that's up for grabs. And the great sales people are the ones who get more of those."

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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/.

"Success Through Trust" by Garrison Wynn

2009-01-04T08:19:00.003-06:00

"Our research shows that trust is based on two things: compassion and confidence. Do they believe that you really care about them and their welfare and their return on investment And do they think that you can do your job as a salesperson, however that's defined? If they believe those two things, they'll trust you. And if they don't, they won't."

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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/.

"High Performance Sales Culture" by Bob Frare

2008-12-28T17:55:00.004-06:00

"I've worked over the past twenty years with some 400 different companies and one of the things I discovered is that sales training works better in some companies than others, and I began to wonder why. So I began to interview people to try to determine what constitutes a culture that keeps salespeople motivated, turned on and happy. And I came up with the twelve essentials of a high-performance sales culture."

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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/.

"Prepare For Successful Negotiation" by Julie Thomas

2008-12-14T05:38:00.006-06:00

"In the sales cycle and the sales process, when push comes to shove, it will all boil down to some sort of a negotiation. Especially in today's world where many of us are calling on business-to-business, often what happens is the decision is made to do business with you. Now, it's thrown over to the purchasing department who is incented to make sure they're getting the best deal they can, and salespeople don't typically prepare for that."

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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/.

"The Skill Of Quality Questioning" by Dave Kahle

2008-12-10T04:22:00.004-06:00

"There are several different ways to look at your job as a salesperson. One way is to be a communicator of features of your product. But a better way is to be a consultant to the customer. In other words, to uncover the customer's deeper needs and basic motivations, and then show the customer how what you have meets what they want. And that boils down to the ability to ask good sales questions."

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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/.

"Finding People Who Are Ready To Buy" by Jill Konrath

2008-11-30T05:29:00.004-06:00

"Most people aren't in the right place at the right time. What you really need to do is to figure out what kind of things create opportunities for your firm - what's happening that makes people want to buy your products or service"

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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/.

"Principles Of Persuasion: The Science Of Selling" by John Boe

2008-11-23T08:54:00.004-06:00

"I have found over the years that there are many elements that go into a successful sale. But if you could boil it down, I've found that there are really three principles of persuasion that, if they're missing, you're not going to make the sale."

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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/.

"Successful Negotiation" by Colleen Francis

2008-11-16T04:00:00.004-06:00

"These days it seems that more and more of my customers are telling me that they're being forced to negotiate at the end of the sale. What I've found as a sales professional myself is that negotiating can be really frightening and quite horrific for a lot of sales reps until they understand that it is a process they need to follow. And once they understand what those steps are, they have a lot more success than simply trying to wing it."

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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/.

"Success Through Sales Structure" by Nancy Fox

2008-11-09T05:40:00.004-06:00

"There are logistical details that salespeople really need to have on a daily, consistent basis - we called them Daily Consistent Activities - that are supportive of all the communications skills, learning how to open doors, dealing with objections, and so on. These are much more logistical details that support the entire sales function."

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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/.

"Stepping Up To A Better Sales Job" by Dave Stein

2008-11-02T09:29:00.005-06:00

"It's a wonderful opportunity for good Sales Reps to perhaps take a step up or two steps up to a higher level job. The good news is there's a fair amount of hiring going on. But it's certainly a challenge for Sales Reps because Sales Managers are definitely being pickier and much more careful then they ever have before, and I know that because I work on that side of the house."

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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/.

"The Seven Deadly Sins Of Sales Management" by Ian Selbie

2008-10-24T13:11:00.006-05:00

"I'll say this to sales people who are at some point planning to become a sales manager or hopeful to become one: There are different skills and behaviors involved in doing a great job in sales management, and they're quite different from selling professionally yourself. So be careful what you wish for - you may just get it one day."

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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/.

"The Networking Process" by Susan RoAne

2008-10-19T09:26:00.005-05:00

"Networking today is what it always was: a reciprocal process where we exchange leads, ideas, information, laughter...and it's where we help each other in our careers, in our business and in our life. It really is a business and a lifestyle behavior. It's a process, it happens over time. It's how things get done."

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"Rules For Rainmakers" by Michael McLaughlin

2008-10-12T07:38:00.004-05:00

"The effort that has to go in before the sales call is where the Rainmaker makes the difference. What they are sure to do in every case is prepare. And they never, ever go into a sales call cold. They customize and create a set of questions that they know they need the answers to to help them further understand what that customer's issue is."

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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/.

"Scratch Selling" by Tim McMahon

2008-10-05T09:49:00.009-05:00

"Sales truly is the one competitive game in the world of employment. We have the only job that exists that really is about winning and losing, so in a sense it is a sport. Some days you win, some days you lose, but that's okay. The only bad day is a day where nothing happens."

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

2008-09-28T06:06:00.005-05:00

"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."

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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

2008-09-21T05:45:00.005-05:00

"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."

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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

2008-09-14T09:11:00.003-05:00

"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."

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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

2008-09-07T05:34:00.005-05:00

"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?'"

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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/.

"The Evolution Of Selling" by Scott Edinger

2008-08-31T06:17:00.003-05:00

"There's been a dramatic change in selling. If you look back twenty years and compare business then-to-now, almost every major function in sales has undergone great change. The reality is that in the last five or six years in particular, there's been a real dramatic shift in what it takes to be successful in selling. We have to be able to more than simply talk about our products and services."

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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/.

"Mastering Negotiations" by Susan Onaitis

2008-08-23T09:32:00.004-05:00

"A lot of salespeople forget that they have to sell first and then negotiate. And very often, if they do a good job of selling, they never even have to go to the negotiation part. Because what they've done is they've built the value what ever it is they're selling in the client's mind to the point that the client is willing to pay whatever it is that these products or services cost."

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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/.

"Success Through Positive Persuasion" by Bob Burg

2008-08-17T05:59:00.005-05:00

"Really it's nothing more than how to master the art of positive persuasion in today's real world in order to get what you want, when you want it, from whom you want it - including the difficult people we all come across every day."

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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/.

"Selling Through Metaphors" by Anne Miller

2008-08-10T07:45:00.004-05:00

"If you think that selling is basically getting someone else to understand the value of what you're offering, then metaphors are the perfect tool to use because it's a language of understanding. They help you understand something you didn't understand before, instantly, visually, emotionally."

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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/.

"Negotiate Your Way To Full Price" by Ron Hubsher

2008-08-03T05:53:00.004-05:00

"A lot of us in sales have taken some great sales training so we're really excellent in selling. But when it comes down to final negotiation, that's a little bit of a blind spot. Less than 5% of the companies out there have a negotiating strategy and a plan to execute it. And when you do a superior sales effort, you have the ability to negotiate well and command price preiums."

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"Be Interesting - Be Successful" by Jerry Acuff

2008-07-27T06:12:00.004-05:00

"How important is it to be interesting to our customers? It's real important that we be seen as interesting because the customer makes a conscious decision to invest their time to hear what we have to say."

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"Preempting Objections" by Colleen Francis

2008-07-13T05:05:00.003-05:00

"The first thing to remember is objections are a natural part of the sales cycle. If you can think about yourself as a consumer for a minute, the last time you made a major purchase - whether it was a house or a car or a really expensive suit - you probably got a bit of 'buyer's remorse' even before you spent the money. We want to make sure before we commit that we're doing the right thing."

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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/.

"Your Audio Logo" by Robert Middleton

2008-07-06T05:30:00.003-05:00

"It's what you say when people ask you what you do. Almost everybody, when they're asked what they do, actually makes the mistake of telling what their label is. If I tell you I'm an accountant, what's the first thing that pops into your mind? Boring. Is that a very good marketing impact?"

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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/.

"The Solution Trap" by Ron LaVine

2008-06-29T07:41:00.004-05:00

"What I've found is that sales reps are very well educated on their product or service, or what I like to call solution. And the tendency is to want to talk about that, and all the wonderful things that it does, as opposed to finding out which aspects of their product or service are needed by the prospect. It's a 'scatter-shot ' approach versus taking the time to ask questions up front."

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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/.

"Sales Pitfalls To Avoid" by Tim Connor

2008-06-22T07:24:00.004-05:00

"You talk too much! I think that a lot of salespeople default back to giving information because that's safer and it's easier, rather than asking questions, when maybe the answer to the question might eliminate them as a prospect. I don't care whether you're selling Lear Jets or plastic bowls, the bottom line is that people buy for their own reasons, not yours."

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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/.

"Earning Customer Respect" by Chris Lytle

2008-06-15T05:13:00.008-05:00

"One of the quickest ways to earn respect with your customers is to avoid the ten things that buyers dislike. Buyers dislike a lot of things: failure to listen; failure to make and keep appointments; lack of creativity. But the number one thing buyers dislike about sellers is lack of preparation. And the second thing is lack of interest or purpose."

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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/.

"Powerful Meeting Preparation" by Andrew Sobel

2008-06-08T05:40:00.003-05:00

"People tend to make two fundamental mistakes in their client meetings. First of all, they radically underprepare. And secondly, because of that, we're too focused on our message, on our outcomes, on our facts & figures, on meeting our sales goals. And that comes across very strongly. Clients can smell that a mile away. So, the meeting really has to begin hours, days, or even weeks before."

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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/.

"Sell How You Want To Buy" by Todd Natenberg

2008-06-01T06:09:00.003-05:00

"The biggest thing to do is to sell how you want to buy. Just think about your own buying habits. Think about the used car salesman who you don't like. Well, if you don't like him and you think he's playing games with you, then don't do that yourself. Think about the last time you did buy a car - you probably did like the salesperson, it was probably a great experience. Just look at what influences you, and then translate that to when you're on the other side of the coin."

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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/.

"The Power Of ROI Selling" by Michael Nick

2008-05-25T05:29:00.004-05:00

"This is a good tip for any salesman out there today: go out into your industry and look at the problems people have. Ask yourself why people buy products like ours - not necessarily our products, but any product like ours. What you want to do as a salesman is capture as many reasons as you possibly can. Ask yourself what the business issue, pain or goal that goes with it is. Then try to match up your features & benefits to that."

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"The Power Of Testimonials" by Michael Port

2008-05-18T05:37:00.004-05:00

"I think there are three ways to get attention for the products & services you offer. You can talk about them, you can write about them, you can have other people talk and write about them. Now for me, talking about myself, I find to be a big bore. And it's probably a big bore for other people to listen to me talk about myself. But I love having other people talk and write about what I can do for them"

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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/.

"Selling In A Down Market" by Bill Walton

2008-05-11T04:47:00.003-05:00

"What we've found is that a lot of salespeople out there are getting either slow decisions or no decisions, where in the past it was all about, 'Okay, here's the proposal, let's go.' The challenges on the other side of the table are every decision the customer makes in the area of buying come with a career implication. So there's a real tug-of-war out there in terms of the mind set of buyers and sellers."

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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/.

"Overcoming Fear" by Lisa Jimenez

2008-05-04T05:22:00.005-05:00

"There are three core fears. All other fears are learned behaviors. The three fears are: the fear of failure; the fear of being rejected, and the really big one - the fear of success. That's the most common fear I see. The fear of really letting yourself make it big, because we have all these self-imposed limitations."

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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/.

"Shortcuts To Success" by Dave Tester

2008-04-27T04:40:00.004-05:00

"Five simple questions to your clients this week to help cash-flow fast. When you're finished and you have all the details outlined, ask 'Do I have your word on this?' Be firm but helpful - that will help your cash-flow, and fast."

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"Disqualify To Win" by Dan Seidman

2008-04-20T05:43:00.004-05:00

"I think the big thing we have to be concerned about is, how do we distiguish ourselves? So when I speak to sales professionals I ask people, 'What do you do to keep from sounding and looking like everybody else out there?' The tough part is if you're an individual with an organization, sometimes you have to present information or products based on what your company hands you and it doesn't allow you the freedom to be different."

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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/.

"Selling Against Low Priced Competition" by Bill Brooks

2008-04-13T08:40:00.004-05:00

"I would suggest that other than prospecting, selling against low-priced competition is the biggest single issue. And the reason for that is the crowded marketplace, the attempt on the part of buyers to commoditize products and services, the clutter that's in front of everybody. It starts with premature price questions and ends with somebody trying to whack your price."

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"The Gatekeeper Is Your Friend" by Ari Galper

2008-04-05T10:30:00.004-05:00

"People view gatekeepers as either foes or friends, and they're not really sure how to deal with them either way. The traditional view on gatekeepers is to essentially go through them, to get past them as soon as possible so you don't hit resistance. Or they say, become friends. And the problem with becoming friends too quickly with someone is they feel that you may have a hidden agenda."

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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/.

"It's All About The Network" by Nancy Fox

2008-03-30T07:58:00.005-05:00

"What is networking and why do it? It's really about relationship building - it isn't about getting referrals. And I think that people walk into a networking event expecting that the business cards they take out will be referrals or actual business possibilities. But more often, connecting with people and building relationships and then meeting other people through those people is a broader possibility."

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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/.

"Think Like Your Customer" by Bill Stinnett

2008-03-23T05:33:00.005-05:00

"I firmly believe that thinking like your customer starts with being willing to think differently than you think now. Many of us have been trained to be experts on the products or services we sell. To be able to quickly list the features and benefits thereof and talk about how our clients can use our products in their business. But in fact that's not what our customers think about. We get the client to talk to us about the business objects they're trying to achieve, and then map our solutions."

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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/.

"Leadership For The Self" by Vince Poscente

2008-03-16T04:57:00.004-05:00

"As I've been speaking and writing books, I've realized that there's a new playing field in our sales environment of today, and it's not what it used to be. The game has changed. It's far more competitive. And in a very competitive environment, what I learned as an athelete completely crosses over to the sales world as well."

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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 Pricing Game" by Jim Meisenheimer

2008-03-08T15:35:00.003-06:00

"It does indeed come down to pricing. And most salespeople are terribly frustrated over the fact that they're out there trying to sell products and services and it boils down to price. But they don't realize that they are part of the problem. If you don't prepare and practice how to deal with it, you end up not dealing with it."

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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/.

"The 100% Question" by John Sullivan

2008-03-02T06:00:00.004-06:00

"There's one question that I think incorporates every aspect of the selling process. In the research I was doing, I was trying to understand more about how we come to closure with our customers. So as I was out in the field doing this research...it hit me that I had the perfect question."

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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/.

"Controlling The Decision" by Kirstin Carey

2008-02-24T06:04:00.006-06:00

"The one secret weapon we have is the understanding of how the sales process works and why people make decisions the way they do. When we make purchasing decisions, regardless of what we're buying, we're making them based on an emotion. But, we're using the logical side of our head to justify why we're making that decision."

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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/.

"Go For No!" by Richard Fenton & Andrea Waltz

2008-02-17T05:58:00.003-06:00

"The premise is to increase the number of no's that you hear. By increasing the number of no's you hear, ultimately you will be hearing more yes's and be more successful. It's very counterintuitive. A lot of people hear it and they don't understand it at first."

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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/.

"Differentiating Yourself From The Competition" by Dave Stein

2008-02-10T05:55:00.000-06:00

"The economic climate we're in is quite unstable. It's a buyer's market out there. There's a tremendous tendency toward commoditization, and that is, buyers deliberately making commodities out of the products & services we sell. A lot of times salespeople are looked at as being interchangeable. How terrible is that? So I look at the salesperson - not the products and services that they're selling - but the salesperson as being the key point of differentiation."

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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/.

"Overcoming Telephone Terror" by Wendy Weiss

2008-02-02T14:24:00.000-06:00

"Telephone Terror - it's demoralizing, it can make you feel bad about yourself and make you feel like a failure - and it doesn't have to be that way. I don't care for the term, "cold-calling", because I think it sounds scary. I prefer "introductory calling" - you're calling to introduce yourself, your company, your product, your services. It's an introduction and we make introductions all the time."

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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/.

"Lead Generation Myths" by Michael Schultz

2008-01-27T09:06:00.000-06:00

"I would say the biggest myth when it comes to generating leads for services, especially professional-type services, is that cold-calling does not work. Cold-calling does indeed work for services - if you do it right. The question is, how can you manage the transition from being the salesperson to being their trusted advisor? "

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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/.

"Pitching versus Discovering" by Shamus Brown

2008-01-20T05:00:00.000-06:00

"There's a common culture in sales, particularly when people are new to sales - they've got to get their sales pitch down, they've got to memorize certain things they need to say to customers, they've got to be real polished with their sales pitch. I like to help to get people thinking a different way, that the pitch that you're doing isn't nearly as important as the information learn from the prospective client - the things you can discover from them."

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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/.

"Achieving Sales Excellence" by Jerry Acuff

2008-01-13T09:16:00.000-06:00

"Most sales organizations have a bell-shaped curve. Maybe 10, 15, 20 percent of their people are in the disproportionately successful side, a bunch of people in the middle, and they've got some people who are struggling. And we've looked at what those disproportionately successful people do. What we've come to learn is that there are fundamentally four things that all of those great salespeople do."

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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/.

"The Go-Giver" by Bob Burg

2008-01-06T07:39:00.000-06:00

"The basic premise is that simply shifting one's focus from getting to giving, meaning constantly and consistently adding value to peoples' lives, is not only a nice way to live life but a very profitable way as well."

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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/.

"The Power Of Value Selling" by Steve Waterhouse

2007-12-30T06:30:00.000-06:00

"I think one of the things we forget is that someplace along the line the customer asks the simple question: What does this mean to me? How am I going to pay for this? How much is it going to make us? What's the bottom line value to our organization? It's a tough thing to come up with, but someplace along the line, somebody asks that question. And you have to be prepared to help the customer answer the question."

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