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Preparing for a Sales Call (Part I of II)

Mar 28, 2011

You're probably thinking, "You must not know who you're talking to here! I'm a seasoned veteran of sales wars. I know how to prepare!" Well, not so fast. What if there were new ways of preparing for the typical sales call that you hadn't thought of before? And what if one of those preparation points had to do with "your...


Mar 22, 2011


We speak of it often in our training with clients--and we refer to it on the Podcast--but in this episode, we take a longer, deeper look at the concept of DETACHMENT in the sales process.

The bottom line is that every sales problem you have is rooted in flawed thought--and this is the best place to begin to look....


Mar 14, 2011

Kevin Eikenberry is our guest today. He just wrote a book called From Bud to Boss...where he addresses what it's like when one gets promoted from a peer to a manager. We address this in the sales realm.

So, if you're a sales manager who has recently been promoted from the field--or, if you're angling toward a promotion...


Mar 7, 2011

Today, Bill records a cold (voicemail) call from a vendor and dissects it with Bryan. The attempt here is NOT to disrespect the person making the call...but to use it for learning purposes. Listen as they analyze the process the caller goes thru...and then the recommendations they make to them--or anyone else if you...