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  • 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


    http://www.toplinesales.com


     

  • 00:15

    your sales doctors test

    in Management

    talking about sales

  • 00:30

    What It Takes To Make Successful Sales Calls

    in Business

    Find out what it takes to make Successful Sales Calls.  Scott Love will break it down into practice steps for anyone who must proactively prospect in order to succeed in their sales/recruiting role.
    Scott Love improves the performance of recruiters and the profitability of search firms and staffing agencies by creating systems that are replicable. He is a trainer, speaker, and management consultant to the industry, and just like you, he works a desk every day. Over 3,000 search firms from 25 countries have invested in his training materials. 

    Scott has written two books on recruiting and over 250 articles on leadership, sales and recruiting.  He has been quoted in The Wall Street Journal, Selling Power Magazine, numerous major city daily newspapers, dozens of Business Journals and international business magazines, and has been published monthly in the Fordyce Letter. 

    Scott is a 1989 graduate of the United States Naval Academy in Annapolis, Maryland.   While on active duty, he was third in command of a U S Navy ship.  He lives in Asheville, North Carolina with his wife, his ten year old son, their bipolar passive-aggressive cat, and a three-legged toothless rescue dog named Smoky.

  • 00:27

    How to Engage Prospects Digitally to Drive Sales

    in Business

    Another exceptional interview with a dynamic salesperson and author. 


    Barb Giamanco heads up Social Centered Selling. She’s the co-author of The New Handshake: Sales Meets Social Media and the author of the Harvard Business Review article Tweet Me, Friend Me, Make Me Buy. Her first of its kind research report: Social Media and Sales Quota proves the measurable return-on-investment when using social media to sell.


    Known internationally as an early evangelist and thought leader in Social Selling and Social Business, Barb is a sought after Sales and Social Media Advisor, Speaker and Coach.


    An avid blogger at www.barbaragiamanco.com, Barb is also a contributing writer and blogger for Top Sales World, Harvard Business Review, LinkedIn, Nimble and the Social Selling University. She is a Top Sales World 2014 Top Sales and Marketing Influencer, a Top 25 Sales Influencer on Twitter and her company was recently named one of the Top 23 Social Selling Training organizations in the United States.


    Barb has a proven, 30-year track record in generating sales and capped a corporate career at Microsoft, where she led sales teams.



    http://www.barbaragiamanco.com


    http://www.scs-connect.com

  • 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!

  • 00:32

    Sales

    in Business

    Sales

  • 00:34

    The Importance of Treating Sales People With Respect - Sport of Winning

    in Marketing

    Tune is as Video Broadcast Services President Marcia Hawkins and Viceo President Kyle Clouse discuss the importance of treating your sales team with respect.



    What motivates your sales team?
    What tools do they need to be successful?
    What team building activities are you planning and are they getting the result you're looking for?


    These are just a few of the things that will be discussed in todays show.  Learn the strategies to creating a coehisve environment in your work space that motivates, inspires and leads to greater sales.

  • 00:30

    Sales

    in Business

    Sales

  • 00:30

    What Happens to Revenue Marketing When it Reports to Sales?

    in Marketing

    Join us as Carly Brantz, Director of Revenue Marketing at SendGrid shares what it's like on the "other side" (i.e. sales).  There seems to  be a mini trend in which Revenue Marketing is reporting to sales and Carly will share the pros and the cons of this move as well as lessons learned for both sales and marketing.

  • 01:06

    Sales

    in Business

    Sales

  • 00:17

    How to Effectively Manage Multigenerational Sales Teams

    in Business

    Please join us for a lively interview tih Deanne DeMarco, an expert on generational communication.


    Deanne is the author of four books, and her articles have been published in over 300 trade magazines and professional journals. Her coaching program won national recognition from "Training Magazine's Top 100."


    Interesting Facts



    Deanne was a medical technologist and focused on medical research. During that time in her life she was a member of the three-member research team that first discovered the cancer link to secondhand smoke. Their work was published in the prestigious medical journal The Lancet.
    Deanne was a conflict mediator during the first Gulf War Crisis
    Her multicultural training and research extends across 28 countries and 52 cultures.
    Deanne is certified as a Corporate Coach Instructor
    Highly Acclaimed Keynote Speaker


    deanne@deannedemarco.com


    1-708-836-0118


    http://deannedemarco.com