"Sell To People With Power" by Josiane Feigon

"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

"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

"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

"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

"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

"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

"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

"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

"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

"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

"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

"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

"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

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

"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

"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

"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

"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

"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

"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/.