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  • 00:30

    Two Top Tips for Hiring Better Sales Reps

    in Business

    Max Cates, author of Seven Steps to Success for Sales Managers, will share his experience and expertise on recruiting, selecting and onboarding sales reps.


    Max received a Bachelor of Science from Missouri State University and a Master of Arts from the University of Missouri School of Journalism.  He began his professional career with United Telecommunications as an Advertising Coordinator.  After three years, he joined AT&T and served for 10 years in progressively responsible corporate leadership positions.


    Cates' next leadership position was with Associated Electric Cooperative, a $2 billion electric power utility.  After two promotions there, he became the youngest Division Director in its history, reporting to the CEO.  His responsibilities included leading marketing and advertising operations as well as directing consumer sales strategy.


    After 11 years with Associated, he returned to AT&T and enjoyed an award-winning career with AT&T.  He also served as a sales management professor at Webster University.


    Purchase his book at the link below:


    http://www.ftpress.com/store/seven-steps-to-success-for-sales-managers-a-strategic-9780134212500

  • 00:19

    How a Nitty Gritty Sales Guy Makes Cold Calls

    in Business

    Michael Carmine is a Client Engagement Manager in the healthcare insurance sector shares to make cold calls.


    Some selected highlights:


    Management experience 5+ years - Relationalship cultivation with clients including meeting face-to-face - Well versed in growing customer base up to 15% - maximizing sales 14% within a one year period to 33% across three and a half years - Enhanced sales team performance 15% via training in collection techniques and administrative reporting requirements - Obtained the "District of the Year" on multiple occasions and in connection with other team members while at SYSCO Foodservices Company.


     

  • 00:29

    What is the Single, Most Important Job of the Sales Manager?

    in Business

    Max Cates, author of Seven Steps to Success for Sales Managers, will share his experience and expertise of managing highly productive sales teams.


    Max received a Bachelor of Science from Missouri State University and a Master of Arts from the University of Missouri School of Journalism.  He began his professional career with United Telecommunications as an Advertising Coordinator.  After three years, he joined AT&T and served for 10 years in progressively responsible corporate leadership positions.


    Cates' next leadership position was with Associated Electric Cooperative, a $2 billion electric power utility.  After two promotions there, he became the youngest Division Director in its history, reporting to the CEO.  His responsibilities included leading marketing and advertising operations as well as directing consumer sales strategy.


    After 11 years with Associated, he returned to AT&T and enjoyed an award-winning career with AT&T.  He also served as a sales management professor at Webster University.


    Purchase his book at the link below:


    http://www.ftpress.com/store/seven-steps-to-success-for-sales-managers-a-strategic-9780134212500

  • 00:22

    A weak sales process kills branch growth and stunts future company success.

    in Management

    Don’t believe me?  Ask your loan officers to report how many new referral partners they are working on, ask for a one word status for each and then ask what the next step scheduled for each lead is.  Any hesitation or difficulty in this exercise is a symptom of a weak or nonexistent sales process.  Today’s episode discusses why a sales process is important and what a good sales process looks like.

  • 00:25

    The Science of Sales and It's Magic Formulas

    in Business

    Bob Loeffler got into real estate 30 years ago, when mortgage rates were 15% and the average market time for listings in his area was over a year.  He eagerly devoured all the company training, took classes, worked hard and failed miserably.  After five years of poverty-level earning and frustration, he turned his career around with a unique sales strategy.


    He will share how he transformed his results.


    http://fearlessagent.com

  • 00:22

    How to use a sales process to ramp fundings (and income) in 3 easy steps.

    in Management

    Originators who use predictable sales processes fund more loans.  Sales Managers who teach and coach to predictable sales processes achieve higher team fundings and productivity.  They can scale at will.  In today's episode we discuss why sales processes are so important and how to use them.

  • 00:25

    Recruiting Real Estate, Insurance Agents or Any Sales Representative

    in Marketing

    Recruiting is the backbone of many 1099 sales organizations. Pure recruiting is not hiring. Hiring implies the company is offering a full-time, part-time or a time-based, contracted salary. Some sales organizations have hybrid arrangements to provide a salary during a probationary period, then commission-only status begins.


    Recruiting typically means salespersons will only receive commissions.


    Many companies tell recruit candidates all the things that make their companies great such as products, company profile, etc.


    There is usually a couple things missing from most sales organizations.


    We will discuss these missing-in-action items.


    We hope you enjoy the show.


    321SETAPPOINTMENTS.COM provides affordable appointment setting, sales training and business development services to real estate brokers, insurance agencies, and select traditional industries such as dentistry, cosmetic surgery, LASIK surgery, CPAs, and information technology firms in the U.S. and Canada.

  • 00:22

    Re-Energizing Your Sales Call

    in Business

    How often have you wished you had that specific brochure, infographic or customer video testimonial, when talking with a prospect, but you did not have access to it real time?


    4DSales has solved your problem. 


    Brian Carpenter, CEO of 4D Sales will share the issue he and his partners were trying to solve for salespeople.


    4DSales provides the ability for sales professionals as well as owners and executives to present their products and services in the best light, and in a very engaging way no matter where they are.  This means they are always ready to present their company and they can do so in an incredibly effective manner.  It also transforms the standard sales calls into more in-depth and persuasive interactions.    According to a study by the Wharton School of Business, 67% of buyers say that salespeople who present information visually are more persusaive.  4DSales is based on visual and interactive presentation.


     


    http://www.4dsales.com

  • 00:25

    How To Structure The Perfect Sales Letter

    in Entrepreneur

    In this episode, I walk you through one of the templates we use for constructing a new sales letter. I walk you through each individual section and explain what it is, why it’s there and how to write better copy at each stage. Enjoy! Make sure to SHARE this podcast/episode with your friends, then leave […]

    The post How To Structure The Perfect Sales Letter appeared first on Direct Response Copywriter Jeremy Reeves.

  • 00:42

    January 7, FEG Sacramento Sales Training Recap of Wednesday Training

    in Marketing

    On January 6, 2016, my company, 321SetAppointments.com, started working with a life/annuity insurance agency based in Sacramento. Freedom Equity Group (Sacramento) or FEG Insurance Services LLC, headquartered in Santa Barbara County, is part of a network of FEG offices across the United States.


    Today's show will serve as a recap of Wednesday's sales training. The full training session is scheduled for January 9, 2016 at the Sacramento office.


    At the request of the Sacramento FEG manager, 321SetAppointments.com is helping agents learn the art of Selling Without Appearing to Sell or SWAS.


    The actual fee-based, SWAS sales training is a 6-hour session that helps insurance and real estate agents, or any company with a sales component, learn how to sell using traditional sales training practices.


    These sales training overview will be 30 to 60 minutes, each Thursday evening, 730 (PT).


    The first four weeks will not include any conversations with agents from the office. By early February, we will showcase agents who are learning and growing.

  • 00:57

    Sales Training Complexes: Things That Hold Us Back from Successful Selling

    in Marketing

    This show is from a recent sales training class conducted for a Sacramento area client.


    Many salespersons suffer from complexes that hinder production and performance. Interestingly enough, true sales training helps salespersons understand and work through these issues.


    My sales training company, 321SetAppointments.com, recently added the module on managing complexes.


    As discovered, the majority of salespersons agreed that they had some type(s) of complexes which needed to be addressed.


    A solid sales process is the key to minimize the ill-effects of complexes. Salespersons experience anxiety and frustration because most sales training programs do not include this every important conversation. It's definitely not an easy conversation to have with people, but the salesperson attendees were grateful that the subject was brought to the forefront.


    We hope this show helps salespersons, insurance managers and real estate brokers.