Sales Effectiveness

Too many sales pros invest significant effort in crafting a message about their product and their company.  Presentations expert Marty Mercer shares valuable tips on how to analyze your audience FIRST, before preparing and delivering your presentation.

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Sales Meetings can play a significant role in motivating and aligning the sales force. Host Carlos Quintero interviews sales meeting expert Kris Hammett on best practices she has learned on designing and implementing superior sales meetings.

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Everyone wants a motivated sales team. Yet motivation is an outcome of many variables. Host Carlos Quintero interviews successful sales leader Scott Harward who provides his experience on motivation and what is necessary to sustain a highly motivated sales team.

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Many people believe that the role of marketing is primarily to create demand, while the role of the sales force is to meet that demand and build loyal long-term relationships. The truth is that both Marketing and Sales do much more than that. Unfortunately in many companies, silos exist between both organizations. Host Carlos Quintero interviews marketing professional Mike Wien to discuss this important issue and what both organizations can do to leverage each other’s talents to accelerate growth and work more effectively in support of the customer.

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Salespeople are often lone rangers and they take it upon themselves to find and develop business opportunities. Research has shown that the best salespeople are masters at leveraging the relationships they already have to gain advantage with new prospects. In this podcast, Carlos Quintero interviews sales consultant, Bob O’Brien, who describes what selected organizations are doing to leverage their success stories, and how to create an online library of your best client experiences.

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Many organizations are getting serious about improving the overall effectiveness of their sales teams.  Host Nancy Sutherland interviews sales excellence expert Carlos Quintero on what Sales Excellence initiatives are and the initial steps you should follow to get an initiative started in your organization.

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Engage your audience by paying special attention to how you open and close a presentation.  Host Carlos Quintero and master presenter Marty Mercer outline tips on how to get your audience to sit up and notice you through effective openings and closings.

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Questioning is the most essential skill of a sales professional. Master facilitator Bruce Hoelzen shares insights on the most important types of questions and how their effective use will shorten your sales cycles.

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Success in sales is dependent on many variables. Nevertheless, research has confirmed that the sales manager is the most important predictor of sales success. Authors Nancy Sutherland and Carlos Quintero discuss on how developing the skill and caliber of sales managers can have significant payoffs.

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How to negotiate is one of the biggest challenges salespeople face. Host, Carlos Quintero, interviews negotiations expert, Bruce Hoelzen, who advises how to avoid the common traps that exist in negotiations and help you negotiate more successfully.

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Host, Carlos Quintero, and master presentations coach, Marty Mercer, discuss how to make your presentations come alive. Marty shares the power of emotion and the many methods that can be used to add sizzle and energy to a presentation.

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