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  • 00:30


    in Business


  • 01:06


    in Business


  • 00:32

    Who Said Sales Was Going to Be Easy?

    in Marketing

    Sales, the final frontier.

    Sorry, the phrase, "the final frontier", are the words from the hit, sci-fi show "Star Trek".

    Well, you now have a business or maybe you have been practicing your trade for a few years.

    The trend over the last 5-10 years has been to move away from connecting with people in face-to-face or telephone conversation in favor of "engaging" them over the Internet.

    If you really want to be successful in selling, you can continue using digital platforms but you must realize that sales is a people business. It always has been, and it always will be.

    Don't be afraid. You can do it. It's fun.

    Try it today. 

  • 00:27

    How a Top Recruiter Overcame Sales Call Reluctance

    in Business

    Join us for an interview with Craig Lindell who is ranked in the top 1% of all recruiters nationally.  Craig will share how he overcame Sales Call Reluctance.  Craig works in two extraordinarily challenging industries.  He'll share about his mentors and how he overcame adversity.

    The Pinnacle Society is the nation's premier consortium of top recruiters within the permanent placement and search industry. For nearly 20 years, the Pinnacle Society has provided the nation's top recruiters a forum in which to exchange the business principles and placement techniques that led them to achieve, and allows them to maintain their success.


  • 01:01

    Sales Rep Kryptonite? CLOSING!

    in Business

    Sales Rep Kryptonite? CLOSING!


    It’s true there are salespeople out there who actually “Sell” products/services for a living…..that HATE to CLOSE customers. Literally I’ve been on ride-alongs with sales reps making calls on customers where I see them physically shake with nervousness when it came time to ask the customer to buy. I’ve never met a salesperson who doesn’t like to talk including myself so to witness this irony where you have someone present their product with such confidence actually wilt when it comes time to ask a customer for the sell is quite baffling.

    During this show we'll have the #1 Best-Seller Author of ":60 seconds to YES" Don Spini help us to decipher the "WHY", and "HOW" to break this apprehension sales reps have with "Closing". During this time of year as many companies are close to closing their year-end sales forecasting book, sales reps are scrambling to make sure they execute on their year-end sales quota......"Closing" is CRITICAL.

    I hope you join me for what I think will be a highly charged and inspirational show!

  • 01:23

    A High Powered Sales System

    in Business

    Sales and business expert and consultant, Bob Zinsser, teaches salespeople and business owners to develop truly successful sales strategies and systems.  Now you can have access to the great mind of this sales superstar and gain insights and tips that will help YOU dramatically increase your sales and your income.  Join Bob,   co-hosts Jim Hamlin and Scott Zimmerman and me, and spend an hour with some of the greatest sales minds in the world! 

  • 00:31

    Pre-Call Planning is the Key to Sales Call Success

    in Business

    Lively discussion with Lisa Magnuson:  Pre-Call Planning your Single Source for Prospecting Success

    When was the last time your team closed a seven-figure deal?  Despite the best sales talent, many high potential, big contracts either get whittled down, end up stalled, or are lost completely.  Large, strategic accounts are complex and require a very different approach to identify, develop and win.  Can you afford to chase smaller opportunities at the expense of bigger deals that can exponentially change your company’s growth curve?

    Top Line Sales has a proven track record of guiding account teams to land larger deals.  We’re proud to have enabled our clients to land over $100 million in new contracts.  We are not simply advice-givers - we work side-by side with your account executives, running deal war rooms, applying just-in-time expertise, tools and live deal coaching where it counts: in the field.

    Example: Top Line Sales helped one of their TOP Line Account War Room clients land a contract for a new customer worth 20m – their second largest deal in the country for that solution set

           Lisa's books: Secrets to Increase Sales with Existing Customers,The Simple Executive Engagement Plan, The 48-Hour Rule and Other Strategies for Career Survival



  • 00:15

    your sales doctors test

    in Management

    talking about sales

  • 02:01

    The Sales Elevator

    in Business

    Our guest is Scott Zimmerman, managing partner of The Platinum Rule Group with Dr. Tony Alessandra and CEO of the Cyrano Group.  He's the creator of "The Sales Elevator" and co-author, with Tony Alessandra, of several best-selling books about social styles and the platinum rule.  Scott is a true master of sales, marketing and social style education, who will help us all elevate our sales!

  • 00:32

    What it Takes: Core Beliefs, Personal Development, Sales Training

    in Entrepreneur

    Sales training. Sales training is not product training. Sales training is learning how to relate to prospects in a way favorable such that, both, the agent and the prospect have meaningful, two-way dialogue during the sales interview.
    Personal development. This area involves keeping a positive attitude when you do not feel like working. Personal development reduces anxiety and frustration so you will not beat yourself up.
    Core beliefs. This is the set of values that defines you. No one can take these from you. Your core beliefs can accelerate your sales performance. Or, your core beliefs can dampen your sales performance. 

    If your core beliefs are not aligned with good sales performance and revenue expectations, you can develop new components to establish a new belief system... but it is not easy. You have had your current core beliefs for the last 25, 35, 45, or 55 years.

    But here's one thing I learned and use to help salespersons. Getting all three-sales training, personal development and core beliefs-to fire in harmony starts with sales training.

    If you do not know how to sell, while trying to improve personal development skills and working from your current belief system, functioning as a salesperson becomes extremely frustrating.

    Why? Because personal development training is not sales training, and this results in salespersons working too hard trying to wing it with prospects. Salespersons will often spend years and thousands of dollars on personal development training and never learn how to sell.

    Sales training helps clear the fog about what you are selling. Here's how:

    Learning how to sell and generate more income, the mind becomes more receptive to personal development training.
    Next, personal development training exposes negative core beliefs that need to change.

  • 00:24

    Everyone's In Sales

    in Business

    How do you feel about being a salesperson?  One of the most contagious types of Sales Call Reluctance is Role Rejection, where salespeople are expected to sell. However, they are embarrassed to be in sales.  They have identified with the negative descriptors of the sales profession.
    Please join us for a lively interview with Todd Cohen, the author of Everyone's in Sales.
    Todd is a frequent keynote speaker at sales conferences and national association meetings and his Sales Culture Workshopshave been met with wide acclaim. His book on Sales Culture Everyone’s In Sales was published in July 2010 and Todd has hosted his own radio show “Let’s Talk Sales Culture.”
    As the Principal of Sales Leader LLC, Todd inspires, advises, and builds high perfor­mance sales teams that produce outstanding results. He also provides strategic over­sight and serves as executive sales coach and advisor to clients ranging from small, rapidly growing start-ups to well-established, large corporations.
    Todd knows how to help companies build a dynamic sales culture Please visit his website:  www.toddcohen.com