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  • 00:32

    Three Biggest Mistakes Salespeople Make When Negotiating With Prospects

    in Business

    Who better to learn negotiation skills from than a seasoned veteran from advertising and print media?


    John K. Lindsey has been in the profession of sales since 1967 and sales and management training since 1982. He founded his own company, Lindsey & Associates, in 1987 and has conducted hundreds of workshops for salespeople, sales managers and the general public throughout the United States, Canada and U.S. Territories. Lindsey has also conducted workshops for American Press Institute, Newspaper Association of America, Inland Press Association and 20 state newspaper associations.


    After graduating from Arizona State University with a Bachelor of Arts degree in English Education, he continued his education at A.S.U. in the College of Communication. Lindsey later taught classes at Thunderbird School Of International Management.


    Lindsey sold advertising for The Arizona Republic, and, during his five years as a salesperson, won the Annual Sales Contest three years and placed second once. In 1979, he became Sales Supervisor for the newspaper. He was later appointed Training and Development Manager and was awarded the newspaper’s Spirit Award for his ability to motivate the sales and management teams.


    Realizing the need for business owners to understand the principles of marketing, advertising and promotion, Lindsey developed a series of public workshops which he has conducted over the past twenty years throughout the U.S. and Canada. His public workshops on resume writing, interviewing techniques, self-motivation and individual growth are especially beneficial in today’s competitive job market.


    Email johnklindsey@aol.com to sign up for his newsletter.


    www.lindseyandassociates.net


     

  • 00:25

    Tracking and Accountability for Salespeople

    in Business

    Jack Daly is an expert in sales and sales management inspiring audiences to take action in customer loyalty and personal motivation.


    Jack brings 20 plus years of field proven experience from a starting base with the CPA firm Arthur Andersen to the CEO level of several national companies. Jack has participated at the senior executive level on six de novo businesses, two of which he has subsequently sold to the Wall Street firms of Solomon Brothers and First Boston. As the head of sales, Jack has led sales forces numbering in the thousands, operating out of hundreds of offices nationwide.


    Amongst a career of highlights, here are a couple of noteworthy examples:



    In 1985, Jack relocated to California from the east coast and started a mortgage company with 3 colleagues. As CEO, Jack lead the company through robust growth in its initial 18 months to 750 employees, 22 offices nationwide, producing $350 million per month in mortgages, and it’s first 3 years the company reported profits of $42 million.
    In 1998, working as a senior partner in a 5 year-old privately held Enterprise, Jack helped the company to be recognized as Entrepreneur of the Year by Ernst & Young and ranked #10 on the Inc. 500 list of the fastest growing firms nationwide.


    Personal Highlights include:



    Jack has been married 43 years to his high school sweetheart.
    In 2007, Jack completed his first Ironman in the United Kingdom.
    Jack has now completed twelve Ironmans in eight countries, on five continents, and made team USA in 2012.
    Jack has played golf at over 80 of the Top 100 golf courses in the USA.
    To date Jack has completed 57 marathons over 30 states in the USA.
    Jack has bungee jumped the world’s first and world’s largest bungee jumps, and shark dived in South Africa.


    www.jackdaly.net

  • 00:25

    Self-less Listening for Salespeople

    in Business

    What is the biggest complaint of salespeople?  You guessed it!!  They don’t listen.  Most salespeople are talkers and this can be an asset and a major liability.  Dave Cooke a veteran salesperson, sales international trainer, and accomplished author will share his thoughts on Selfless Listening.
    Dave Cooke is an accomplished author, international speaker, and an inspirational sales trainer. He leverages 25 years of sales and marketing experience to design and implement growth strategies and educational programs that profitably and sustainably increase both revenues and profits. 
    Dave takes pride in his experience with turbulent, changing and chaotic work environments.  Having taken the lead in multiple corporate turnaround projects and post merger transitions, Dave understands the challenges organizations face in challenging and difficult times.  It is these experiences that have shaped his commitment to collaboration, team, customer focused relationships, organizational communication, and effective leadership as fundamental components of revenue growth.   
    Dave brings refreshing insight and enthusiasm to the current trends and complexities of today’s business environment.  Dave enjoys the opportunity to share his stories, reflect on his experiences and offer his perspectives to provide inspiring insights for today’s sales professional or business executive. 
     
     
     

  • 00:07

    What Responsibility Do Salespeople Have To Your Business?

    in Business

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


    In today's 5 Minute Business Strategy Howard talks about: What Responsibility Do Salespeople Have To Your Business?


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


    For more business tips, follow Howard on Twitter: @HowardLewinter.



     

  • 01:00

    Brian Keith McNeill, Very Personal Sales Coaching

    in Business

    For over 24 years Brian has been engaged in the act and art of helping other people to Sell better. In 1996 Brian wrote “The 22 Must Closes” 22 ways that salespeople should know how to ask for money. That publication launched Brian as an authority. Thousands of men and women have been wonderfully and powerfully impacted for the rest of their lives by what they have learned from Brian.


    In 2006 Brian Launched his own Sales Training Company as “Rhino Sales and Seminars” and it was in those years from 2006 to 2010 That Brian discovered the secret as to why sales training did not seem to last as long as he would like. The secret is in the personalization of the training and coaching, so in 2010 Brian re-launched his company as Very Personal Sales Coaching.


    Since 2010 thousands have been helped to Sell much better than they ever have before and Brian’s Signature workshop “Ten to Win” has been requested over and over and over again. As more than 100 written testimonials of Brian’s effectiveness can attest, Brian’s work has always been motivational and inspirational in nature so he has willingly shared many motivational messages in schools, churches, and corporate functions.


    Brian can now add “Best Selling Author” to his list of credits. The book project “17 legal ways to double your income” is an Amazon Best Seller!


    Brian K McNeill, Very Personal Sales Coaching * 919 345 4893


    http://www.verypersonalsalescoaching.com


    brian@verypersonalsalescoaching.com

  • 00:29

    Why Can't They Just Let Us Be Salesmen

    in Entrepreneur

    Why is it that everytime one of us excels at sales, the higher ups always try to move us into management?  It's like being a really good Chef and then people telling you it's time for you to learn how to farm.  


     


    It makes no sense.  Or does it?


     


    In order for people to move up the ladder in the corporate world, they have to replace themselves.  This means, that if your boss wants to move up, he has to get someone to take his job replace him.  If you're the person who makes the boss the most money, they will try to move you first.


     


    The employee mentality is strong here in America.  We've been taught that management is our goal in regard to employment.  That's not how salespeople should think though.  We are different.  We don't have the employee mindset.  We are hunters. 


     


    In this podcast I'll explain the strange phenomena of sales to management and I'll give you some advice on whether you should move up or stay in sales.  While most of us salesmen need to stay right where we are, there are a few of us who will do good in management.  


     


    After you listen to this entire episode, you can decide for yourself.  Speaking of sales, if you want to increase your lead flow and closing ratios check out this free I made for you at www.bfadigital.com otherwise, enjoy the show. 

  • 00:34

    Three Biggest Mistakes Salespeople Make on Job Interviews

    in Business

    Three Biggest Mistakes Salespeople Make in Job Interviews
     
    Recently on Shark Tank, the two fitness experts who were pitching to get money for their fabulous new exercise equipment, lost the investors’ interest in less than 30 seconds.  They immediately started demonstrating exercises.  Showing their stuff!  The investors wanted to know:  What makes your product different from all the other equipment? They had not anticipated this question to any degree.  Needless to say, they didn’t get any offers for funding.  Did you know that when you are meeting someone face-to-face, that they make 22 different judgments about you in 11 seconds?  That is research from Naomi Rhode, a veteran corporate speaker and trainer.  
    Please join us for a content-rich interview with Zena Contreras, a talent acquisition expert
    Zena has over twenty-five years of professional talent acquisition and recruiting experience. She is AIRS certified and an expert in candidate sourcing, research and building national and international staffing strategies. In addition to her vast recruitment experience she is an Author, Solo-Entrepreneur Strategist, Career Coach and Fearless “mindset” Trainer. Zena has been interviewed on AZFamily, ABC Channel 15 and various internet radio programs.
    Zena has a reputation for delivering and exceeding client’s expectations. She is recognized for her ability to identify, plan and execute strategies for her clients. Her ability to manage multiple projects is superb; with filling over nineteen hundred positions, promoting teleconferences with over 1000 registrants and coaching others to achieve and excel.
    Feel free to connect with Zena through LinkedIn.
    LinkedIn.com/zenacontreras
     

  • 00:27

    Getting Past the Click: Ask the Questions that Sell

    in Business

    Have you ever heard that whoever is asking questions is in control?  Successful salespeople have processes and they do not deviate from their process.  They are active listeners and they ask powerful and direct questions.


    Maura Schreier-Fleming author of Real-World Selling for Out-of-this-World Results will share her expertise on asking questions that sell.


    Maura is the President of Best@Selling (www.Bestatselling.com.) She works with business and sales professionals to sell more and be more productive at work.  Her presentations and consulting focus on the skills and strategies that immediately produce results in business today. 


    She is a sales expert blogger for Allbusiness.com.  An engineer by training, she has appeared on numerous radio shows from coast to coast to discuss selling and business.  She is a regular guest columnist on sales with the Dallas, Austin and Houston Business Journals


    Maura started her company in 1997.  Her clients include Fortune 500 companies from diverse industries including Fujitsu, UPS, Capital One Bank, Ebby Halliday Realtors, Thomas Lighting, JC Penney, Houston Texans, Fina and Oronite Chemicals. Maura speaks at trade association conferences across the country including Society of Government Meeting Professionals, SITE, PCMA, and many others.  She was in the oil business for over 20 years.  Maura was Mobil Oil’s first female lubrication engineer in the United States. At Chevron, she was one of their top 5 salespeople in the U.S.


     

  • 00:33

    Are YOU Embarrassed or Ashamed To Be Called A Sales Person?

    in Real Estate

    The best real estate agents understand and embrace the fact that they are salespeople - but a lot of agents feel left out and held-back because they have a hard time accepting what they do, and they project a negative stigma onto the profession based on past experiences and expectations about what being a salesperson truly means. Today we're going to take on the stigma surrounding what it really means to be a salesperson, and explain why embracing it can help you reach a new level of success in your real estate career!



    Schedule A Free Coaching Call
    Visit Tim & Julie Harris Online
    Listen on iTunes
    Listen on Stitcher

  • 00:31

    Jack Scherer - What It Takes to Hire Proven Talent

    in Management

    Jack Scherer is the President of SALESTALENT, a national sales recruiting and sales training company. Jack will discuss what it takes to hire proven talent and the current trends in hiring sales people.

    Questions Discussed:
    What are the 3 biggest mistakes in hiring good sales people?
    What really makes a great salesperson?
    What national trends do you see in hiring salespeople?

  • 00:20

    What is the best follow up system in the world?

    in Business

    When is the last time you got a real piece of personal mail?  Don't we always sift through our physical mail and look for the personal letters before we start opening the bills? 


    For 25 years Judy O'Higgins specialized in addictions and helping people overcome a variety of problems that were keeping them stuck.  After retiring Judy found and fell in love with a unique product that salespeople use all over the world to enhance their marketing and to make sure they follow up with the personal touch.


    Join us for a quick interview that just may change your sales results for the better.


    Judy's personal website is www.judyohiggins.com


    SendOutCards website is www.sendoutcards.com/judyo


    Website for a free report on the importance of businesses following up with their prospects and customers is:


    www.7secretstofabulousfollowup.com