Mon, 29 October 2012
Ever wonder how buyers think? What goes through their mind when they decide what vendor to use? Well, you're in luck today.
We have a very special guest on the podcast this week-Paul Rogers, a procurement expert from Australia. Paul has been in purchasing for over 30 years and works with procurement people to help them work better with vendor sales teams. He also works with sales teams as well helping them to position their value in a more compelling way.
We thought he'd be a great resource for our podcast listeners. So, in this episode, Bill and Bryan pose some very basic questions to him about how buyers see the world. If you call on professional procurement people, this is a great episode to hear. This is the first in an ongoing series with Paul. Would love to hear your feedback on our LinkedIn Group.
Also mentioned in this podcast:
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Direct download: 12-10-29-Wise-Words-From-A-Buyer.mp3
Category:Advanced Selling Podcast -- posted at: 5:42pm UTC
Mon, 22 October 2012
One of our most popular training modules is when we "dissect the deal." It's usually is done on a deal that is still live, meaning the client has not made a decision, "Yes" or "No."
But this episode is different, more of a post-mortem on a deal that one of our clients, Stephanie, lost. She was kind enough to volunteer to be in the spotlight at the recent Jazz Kitchen Event.
In this episode, Stephanie tells Bryan and Brooke about the situation and then fields questions from them and the audience.
Also mentioned in the podcast:
Direct download: 12-10-22-How-To-Learn-From-A-Lost-Deal-LIVE-Recording.mp3
Category:Advanced Selling Podcast -- posted at: 2:37pm UTC
Mon, 15 October 2012
What a great day we had at The Jazz Kitchen in Indianapolis! Thanks to all who came from far and wide to join us that day. We actually recorded three podcasts there and this is the first. It came from an audience question: How do I grow my service business?
Bill, Bryan and Brooke (Green) all gave that question a shot and in this episode you hear three good ideas (at least they thought so) to help you grow your business.
There will be video up of the event so make sure you listen in to future episodes. Dave Dugan, comedian, was our guest warm-up act. You can catch him on that video soon.
Direct download: 12-10-15-Three-Ways-To-Grow-A-Service-Business.mp3
Category:Advanced Selling Podcast -- posted at: 6:22pm UTC
Mon, 8 October 2012
In this episode, Bill and Brooke, address a common issue: How do you improve your selling skills if you weren't cut out to be in sales?
The fact is that many technical people have ended up in the role of selling (in fact, many sales people end up there, too). So, how do you model your behavior? Must you really change who you are to be successful in the sales/business development role? Actually, no. But you need to have a plan of some kind. And we'll share some parts of that plan here.
Also, we are making available three training videos that go deeper into this subject. You can go to http://www.accidentalseller.com to get the three videos.
Direct download: 12-10-08-Its-Not-Only-Your-Skill-That-Matters-Its-How-You.mp3
Category:Advanced Selling Podcast -- posted at: 1:57pm UTC
Mon, 1 October 2012
Today's podcast addresses a question from a listener who wanted to know how to begin the sales process when they had very little in terms of case studies, or customer experience. In his case, it was a start-up company in the IT space.
Bill and Bryan dished out some tips to use in beginning to position him in the market. The fact is that, in some ways, this is an excellent position to be in. The ability to create a position from scratch can be quite powerful.
However, if you already have a customer base and are a seasoned pro, there are still some ideas in this podcast that will help you re-think your position.
The fact is that even if we've been around for a while, there is always something new we're wanting to do - new products - innovative services - new ways to think about old problems. Consequently, "thinking like a beginner" is something we should do frequently.
**If you'd like your question to be featured in the next mailbag episode, then email your question to Bill and Bryan at Listener@AdvancedSellingPodcast.com
Direct download: 12-10-1-How-To-Sell-When-Youre-A-Start-Up.mp3
Category:Advanced Selling Podcast -- posted at: 3:13pm UTC