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  • 01:01

    The Future of B2B Credit Sales Management?

    in Management

    BUSINESS CREDIT RADIO is honored to welcome back Mr. Abe “Walking Bear” Sanchez, developer of the copyrighted Profit System of B2B Credit Sales and A/R Management. Abe was the Key Note Speaker at the 2013 World Congress held in Johannesburg, He has worked with many hundreds of Business Owners, CEO and senior business managers groups internationally including at Shakespeare's Globe Theatre in London. The endorsed Credit Consultant for STAFDA's 2800 members and PEI's 1600 members, he has spoken to over three hundred Vistage CEO Groups internationally. A founding member of the international PCCG, WalkingBear has authored hundreds of business articles, is a contributing columnist to The Wholesaler and Progressive Distribution Magazine, he is the author of Profit Centered Credit and Collections 1999,  and is co-author of STAFDA's  Foundations of a Business 2007. www.armg-usa.com.

    BUSINESS CREDIT RADIO is sponsored by Commercial Credit Management Associates (CCMA).

  • 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. 

  • 00:31

    SWAS Part 2 of 2: The Sales Process

    in Marketing

    This 3-hour SWAS session is the pièces de résistance or the grand prize of our sales system.

    Seventy-five percent of life insurance agents, as noted in LifeHealthPro, "The Sales Rep's Lament" http://www.lifehealthpro.com/2015/04/19/the-sales-reps-lament, are not successful. It's not agents' fault. Most agents never receive formal sales training.

    Formal sales training is not cheap. It cost my company when I worked in corporate America $10,000 in 1994 for an 8-day class. Most independent marketing organizations (IMO) and name-brand, franchise carriers are not going to pay this kind of money for every agent to learn how to sell.

    SWAS is probably the best, affordable solution for agents to get a fast and powerful dose of sales training.

    The overall result achieved by agents learning the SWAS sale process is the ability to work with insurance applicants using the same approach. The agent will not have to differentiate the sales approach according to various applicant profiles. Confidence is developed much faster and is stronger using SWAS.

    Specific topics covered in Part 2 are:

    Rapport Building (different than traditional methods)
    Developing Need (different than traditional methods)
    Evaluating Options
    Affordability Concerns
    The Insurance Application Process
    Why Use This Carrier
    The Financial Needs Analysis
    Getting Referrals with Ease

    Thanks for listening to the show.


    (415) 299-8916


  • 00:18

    BGU: Time Management Hacks

    in Training

    Join Professor Bougie Girl as she discusses time management hacks.

  • 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.


  • 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.

  • 00:30

    Beware of Bad Change Management

    in Business

    There are a lot of change management experts and approaches to choose from. How can you tell the good ones from the bad ones? Beth Banks Cohn, President and Founder of ADRA Change Architects, joins the show to warn us of the red flags to watch out for, and share the hallmarks of good change management practice. Listen in to become a better consumer (and provider!) of change management methodologies and services.

  • 00:58

    Herb Ross, "Time Management for Business Success"

    in Business

    Herb Ross: with Ross & Assoc. will lead a discussion about, "Time Management for Business Success". Herb is a Senior Sales Representative winning several nation sales awards with a record of success in sales management and marketing at the local, regional and national levels.  Herb is a creative problem solver with ability to drive revenue growth, resolve conflict, improve morale and exceed profit goals.

    In 1990 Mr. Ross founded Specialized Contract Services, Inc.  As the Owner and President, Mr. Ross was a consultant to federal government contractors in sales to the various Federal Government agencies. He was so successful in obtaining contracts for others the he started performing Federal Government contract through his company for the Military Entrance Processing Stations (MEPS) throughout the country. In 2007 Mr. Ross sold the company.

    Mr. Ross is a serial entrepreneur having owned Food Service, Sales Management and Consulting Companies. Mr. Ross is presently, a Business Management consultant, specializing in assisting company’s in their obtaining contracting opportunities in the Food services arena. Contact Herb Ross, for assistance with build-outs, site selections, management & staff training

    (919) 369-5087 * www.biztalk1.net

  • 00:29

    Wealth Management and Water Conservation

    in Business News

    Mark has managed “SRI/ESG/ Impact Investing style” discretionary strategy within the Morgan Stanley Portfolio Management platform since 2000.  Over the past decade, He has seen the growth of Impact Investing in other areas of the world and now, finally, in mainstream America.  Mark was recognized by Smith Barney, prior to the merger, as a “Green” financial advisory professional.  The more involved he became in SRI/ESG the more interested he became in the actions of the corporations headquartered in his own backyard.  So in 2009, he co-founded the Southeast Corporate Sustainability Ranking.  It ranks publicly traded companies according to standardized environmental, social and governance scores. Recently, Mark was asked to serve on the Morgan Stanley Advisory Board to champion the Investing with Impact platform at Morgan Stanley.

    Mark holds the position of Senior Vice President of Wealth Management at Morgan Stanley. In addition, he is a Senior Investment Management Consultant, Senior Portfolio Manager and Financial Planning Specialist. 

  • Pain Management

    in Podcasting

    Pain management is important for ongoing pain control, especially if you suffer with long-term or . After getting a pain assessment, your doctor can prescribe pain medicine, other , or psychotherapy to help with .

  • 00:15

    your sales doctors test

    in Management

    talking about sales