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  • 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.


    www.craiglindell.com

  • 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.

  • 00:15

    your sales doctors test

    in Management

    talking about sales

  • 01:02

    High-Profit Sales Funnels, with Alan McKenna

    in Marketing

    Imagine waking up each morning to lots of money in your inbox. 

    What exactly does a 6 or 7 figure funnel even look like? Hard to imagine? Not for our guest! 

    Funnel expert, Alan McKenna, creates 6- and 7-figure evergreen, automated, marketing and sales funnels. 

    He has helped his clients generate more than $25,000,000 in additional revenue through implementing Full Funnel Optimization...and in this episode, he's going to share how you can do the same. 

  • 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


     

  • 00:20

    Cold Calling for Hot Leads with Guest Norma Siciliano

    in Business

    Norma Siciliano is an appointment-setting specialist who creates new business for companies and individuals through her appointment-setting services. Her clients give her a list of companies that they would like to do business with, and Norma sets the appointment with the decision maker for her clients to go in to close the sale.


    With over 20 years of sales experience, ten were spent at Conde Nast’s House & Garden magazine where she sold advertising to major companies like GE and IBM.


    Norma's website is:  http://coldcallingforhotsales.com


    Norma welcomes the opportunity to work for new clients.  Please feel free call her at 212-472-2650.

  • 00:30

    3 Magical Sales Secrets

    in Business

    careful structuring of my presentations that lead people to want to buy without having to resort to the high-pressure, cheesy sales tactics employed by so many platform salespeople.


    (Don’t make the mistake of thinking what I’m going to share with you is just about platform selling. It applies to virtually all types of sales situations.)


    Step #1: Preconditioning through commitment


    You’ve probably been subjected to a platform salesperson asking you the most insane questions to elicit a positive response. For example, he jumps on stage and says, “How many of you want to make a lot of money?!!!”


    Step #2: Setting up desire.


    I want to sell people what they want. It’s a heck of a lot easier than trying to convince them they need something. The cool thing is you can create desire in your prospects in very subtle ways.


    Step #3: The “recall” close


    When I got to the part of the bootcamp where I made the actual product offering, I use the “commitments” the audience made in step #1 and the desire for the product I created in “step 2″ to compel many of the audience members to invest.


    People who should listen to this show are entrepreneurs, career coaches

  • 01:01

    Anger Effectiveness Secrets with David Gruder

    in Relationships

    Do you push down your anger or blow up? Do you direct it toward yourself or toward others?

    There are 4 shades of anger. Three aren’t merely ineffective: they’re harmful. One is very helpful. Each needs to be dealt with differently.

    Now YOU can learn how, during a FREE webinar David Gruder is  giving this coming Thursday, June 18, 2015 (or watch via the recording!).

    David Gruder is a 9-award-winning psychologist who developed the world's first & only Full Spectrum Anger Effectiveness Secrets™ system. You probably didn't know that did you?

    This webinar is for you if you want to get the upper hand on your own anger with other people's anger. It's for you whether the anger you're dealing with anger is in your personal life, your work life, or your community.

    The Full Spectrum Anger Effectiveness Secrets™ system is acclaimed across cultures around the world because of its universal usefulness:
    ** “One of the best theories of anger (and how to use it wisely) I've read.” ~ Beth Spencer, Australia.
    ** "Terrific. Original. Very well articulated. Even helps people answer their own questions.” ~ Iwowarri Berian James, Nigeria.
    ** “Without this system, it would have taken me a lifetime to develop my ability to resolve conflict without anger or force.” ~ Craig Collins, USA.

    Don't be left out. Register now: www.DrGruder.com/angerwebinar! And remember to spread the word by forwarding this email to your colleagues and friends, and posting the link on Facebook, LinkedIn, Google+, Twitter, and so forth.

     

  • 00:19

    How to create trust.

    in Management

    Why is trust so important?  The fact is that most mortgage sales pitches are very similar:  "great service", "on time closings", "make sense underwriting" and offers to partner and grow our Realtor's business through mutual referrals. Great stuff but the same stuff.  In this week's episode we look at what it takes to build and keep trust.

  • 00:12

    PODCAST: Enhancing the Effectiveness of Transit Organizations

    in Finance

    Welcome to the SC&H Group podcast series. Today we are speaking with Joseph Freiburger, a Director with SC&H Group, about how transit agencies can enhance overall performance effectiveness. 

  • 00:06

    Do You Speak The Language Of Sales?

    in Business

    Take 5 minutes from your busy business day and listen to expert business advice to grow and improve your business with Howard Lewinter.


    Today's Talk Business With Howard radio show topic is - Do You Speak The Language Of Sales?


    CEOs, presidents, founders, business owners across the United States trust Howard Lewinter's business advice to solve business problems, increase business profits and live entrepreneurial dreams of running a successful business with less stress.


    For more business advice and business tips, follow Howard on Twitter: @HowardLewinter - or connect with Howard on LinkedIn.