If you’ve ever wondered what happened to those customers who said they would buy from you but never did, Sharon Drew Morgen may hold the key to solving your frustration. Sharon Drew (don’t you dare call her just plain “Sharon”!) is the visionary and thought leader behind Buying Facilitation®, the new sales paradigm that focuses [...]
Posts Tagged ‘Authors’
“Go For No!” With Richard Fenton and Andrea Waltz – Episode 30
Meet Richard Fenton and Andrea Waltz, the authors of an amazing little book called “Go For No!” and the proponents of a powerful philosophy that could change your sales career for the better! Richard and Andrea are no strangers to the struggles of the salesperson; they’ve been sales pros and sales trainers for many years [...]
"Go For No!" With Richard Fenton and Andrea Waltz | The Sales Management 2.0 Podcast [57:29m]: Play Now | Play in Popup | DownloadEpisode 29 – Writing Winning Sales Letters with Ralph Allora
Think verbal communication skills are the only ones you need as a salesperson? This week’s guest, Ralph Allora, says to think again. Ralph is a passionate advocate for better written communication skills in the sales profession. Ralph’s company, Allora Communications, has been serving clients as a consulting resource specializing in marketing strategy, promotions and creative [...]
Randy Illig and “Let’s Get Real or Let’s Not Play” – Episode 25
This was a great episode for us, as we had the chance to catch up with a true thought leader in the sales profession: Randy Illig. Randy has over 25 years experience in business, ranging from accomplished salesperson and general manager to successful entrepreneur (CEO) and board member. He is currently CEO of ninety five [...]
Is It Coaching, or Is It Training? – Episode 23 with Terri Levine
So, what’s the difference between coaching and training anyway? That was the topic of our conversation with Master Coach, CEO and entrepreneur Terri Levine, The Guru of Coaching and owner of The Coach Institute. And what was the answer? According to Terri, coaching has the intent of inspiring and improving the recipient, as opposed to [...]
Is It Coaching, or Is It Training? - Episode 23 with Terry Levine [26:51m]: Play Now | Play in Popup | DownloadEpisode 20 – Tom Schaber on Managing Generation X and Y
Image by dalechumbley via Flickr As many sales executives are starting to realize, managing Gen Xers and Millenials (also known as Gen Y) presents new challenges that didn’t exist a decade ago. That was the subject of Brad’s discussion with Tom Schaber, a sales management consultant who specializes in helping sales managers deal with the [...]
Episode 18 – Shaun Priest: Working With Objections And Concerns, Continued
This episode is a fantastic follow up to last week’s conversation with Steven Bachert. Shaun Priest Spent some time discussing how to work with objections presented by your prospects (no, not “handling”…dealing with!) Shaun Priest has been a successful sales person and sales manager for over 15 years. He is currently Sr. VP of Sales [...]
Episode 16 – Joel D Canfield and the Human Connection
Have you ever found yourself wondering what’s missing from your business relationships? Joel D Canfield suggests that the missing element might be making genuine connections with other human beings. In a world that’s increasingly driven by technology, numbers and bottom-line results, Joel would like to see businesses get back to the basics of human relationships. [...]
Episode 15 – Colleen Stanley on Building High Performance Sales Teams
When Brad was in the hospital with his wife while she was giving birth to their second daughter, Jerry had the chance to chat with Colleen Stanley about how to build a high performance sales team. Colleen Stanley is president of SalesLeadership, Inc. She is a monthly columnist for national Business Journals, co-author of ‘Motivational Selling‘ [...]
Episode 12 – Lee Salz and the “Sales Marriage”
Have you ever wondered why a sales person can be a superstar at one company, only to fail miserably at another? That was the topic of this week’s episode with Lee B. Salz, President of Sales Architects. Lee B. Salz, is a sales management guru who specializes in helping companies hire the right sales people, on-board them, and [...]
