Alex Rogers is one of those guys who tells it like it is. He’s the owner of ARCC Technology and Chartec, Inc. in Bakersfield, CA, and his goal is to be supplier of choice for IT consultants around the country. It’s a pretty ambitious goal for a guy who started with a $300 investment, and [...]
Posts Tagged ‘selling skills’
Dave Crenshaw On Becoming Invaluable – Episode 32
This week was a special treat: we got to talk to Dave Crenshaw, author of The Myth of Multi-Tasking and Invaluable: The Secret to Becoming Irreplaceable, which was just released yesterday. Dave was a great guest, and he had a lot of insights to offer to listeners. Of course, we couldn’t resist the opportunity to [...]
“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 [...]
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 17 – Steven Bachert: Stop “Handling” Objections
Steven Bachert wants you to do something that, at first blush, may surprise you: he wants you to stop “handling” objections. Steven Bachert is an accomplished executive and leader in the software industry with a 20-year track record of executive sales and operations management success. He has driven large and smaller/start-up organizations to superior performance. [...]
Episode 7 – Craig Elias and Trigger Event Selling
Image of Craig Elias This week, we had the chance to chat with Craig Elias, the founder of Shift Selling. At Shift, they believe the biggest mistake most selling professionals and sales organizations are making is analyzing lost sales versus analyzing won sales and finding or creating the perfect timing. What’s the difference? Listen and [...]
Episode 2 – SMART Goals and You
Greetings listeners, and thanks for coming back! In this episode Brad and Jerry discuss one of the basic skills of being a great sales person: setting and reaching goals. The key to achieving whatever you want in your career, business or life is to set goals that are SMART: Specific, Measurable, Attainable, Realistic and Timely. [...]
Welcome to the Sales Management 2.0 Podcast!
Welcome to the Sales Management 2.0 Podcast series. In this first episode, Brad Trnavsky, president of Sales Management 2.0, and Jerry Kennedy, owner of Inside Out Business Solutions discuss the motivation behind creating this podcast series: the mutual desire to create a new level of respect for the selling profession by elevating the skills, ethics [...]
