http://www.blogtalkradio.com/two-old-sales-guys-and-diva115 combined years of sales and business experience. “We’re Not Dead Yet!” Discussions and interviews to celebrate the sales profession and those professionals who create value for their clients. Next series of shows will explore the rapidly expanding trend for sales professionals who are learning and applying basic coaching skills to create value for clients and improve sales performance. Tune in and listen to the archived shows to learn more about the Hosts and their experience in sales, sales management, executive sales, advisory, coaching and mentoring. We keep on learning and love to laugh through it all.enBlogTalkRadio.com. All Rights Reserved.Sun, 16 Jun 2019 01:00:00 GMTThu, 28 Mar 2013 22:00:00 GMTBusinessBlogTalkRadio Feed v2.0https://dasg7xwmldix6.cloudfront.net/hostpics/d4dc30fa-d568-422a-b97d-67be7b0858d7_truck_25.jpghttp://www.blogtalkradio.com/two-old-sales-guys-and-diva115 combined years of sales and business experience. “We’re Not Dead Yet!” Discussions and interviews to celebrate the sales profession and those professionals who create value for their clients. Next series of shows will explore the rapidly expanding trend for sales professionals who are learning and applying basic coaching skills to create value for clients and improve sales performance. Tune in and listen to the archived shows to learn more about the Hosts and their experience in sales, sales management, executive sales, advisory, coaching and mentoring. We keep on learning and love to laugh through it all.feeds@blogtalkradio.comBlogTalkRadio.combusiness,success,sales,management,social media,coach,self help,performance,executive,disruptiveTwo Old Sales Guys and Divano115 combined years of sales and business experience. “We’re Not Dead Yet!” Discussions and interviews to celebrate the sales profession and those professionalsepisodichttp://www.blogtalkradio.com/two-old-sales-guys-and-diva/2013/03/28/tired-of-paint-by-the-numbers-sellingBusinesshttp://www.blogtalkradio.com/two-old-sales-guys-and-diva/2013/03/28/tired-of-paint-by-the-numbers-selling/#commentshttp://www.blogtalkradio.com/two-old-sales-guys-and-diva/2013/03/28/tired-of-paint-by-the-numbers-sellingThu, 28 Mar 2013 22:00:00 GMTTired of "Paint By The Numbers" Selling? Are you ready to become a master sales professional? Many salespeople just keeping doing sales like someone who "paints by the numbers" and thinks they produce a nice work of art.  A master sales professional knows they have to learn how to think, act and sell differently to achieve their sales goals. The Sales Diva, Cindy Goldsberry, will be sharing a couple of key defining characteristics to help salespeople build a sales success map. Learn more... 00:32:00Two Old Sales Guys and Divanomaster,business,professional,books,successAre you ready to become a master sales professional? Many salespeople just keeping doing sales like someone who "paints by the numbers" and thinks they producehttp://www.blogtalkradio.com/two-old-sales-guys-and-diva/2013/02/20/sales--a-noble-yet-dying-professionBusinesshttp://www.blogtalkradio.com/two-old-sales-guys-and-diva/2013/02/20/sales--a-noble-yet-dying-profession/#commentshttp://www.blogtalkradio.com/two-old-sales-guys-and-diva/2013/02/20/sales--a-noble-yet-dying-professionWed, 20 Feb 2013 23:30:00 GMTSales - A Noble, Yet Dying Profession Andre' Harrell with The Sales Professional Network BlogTalk Radio Show joins us two old sales guys and sales diva to discuss why sales is a noble profession and what sales professionals have to do to survive and thrive. Technology is eliminating many traditional transactional sales roles as computing capabilities have made online interactions more customer friendly. It's about speed, consistency and costs. The Gartner research organization predicts by 2020, 85% of business interactions will transact without human touch and the number of salespeople will go from 18MM to 4MM. Join us in this lively discussion on how to become a Value Creator that is strategically important and hard to replace. The alternative is you being easily replaced by a computer avatar.  00:31:00Two Old Sales Guys and Divanobusiness,solution,success,strategic,managementAndre' Harrell with The Sales Professional Network BlogTalk Radio Show joins us two old sales guys and sales diva to discuss why sales is a noble profession anhttp://www.blogtalkradio.com/two-old-sales-guys-and-diva/2013/02/13/3-things-to-maximize-your-sales-playbookBusinesshttp://www.blogtalkradio.com/two-old-sales-guys-and-diva/2013/02/13/3-things-to-maximize-your-sales-playbook/#commentshttp://www.blogtalkradio.com/two-old-sales-guys-and-diva/2013/02/13/3-things-to-maximize-your-sales-playbookWed, 13 Feb 2013 22:00:00 GMT3 Things To Maximize Your Sales Playbook You're on the field and the game is changing rapidly. What do you have to adapt in your Playbook? Do you even have a Playbook? Tune in as we explore The Three Things You Must Know About Your Playbook with Cindy Goldsberry, our Sales Diva and Author of ZFactor Sales Accelerator V2V: From Vendor to Value Creator.  In 2006 Cindy joined Boundless Network, an Austin Ventures portfolio company where sales grew from $800K in 2005 to $54MM in 2012. As VP Strategic Sales and Services she ran the division dedicated to growing enterprise accounts and used the ZFactor methodology to work with developing a channel of 100+ sales professionals. This will be the show you want to download and share with your peers and sales teams. 00:32:00Two Old Sales Guys and Divanocoach,success,performance,growth,accelerateYou're on the field and the game is changing rapidly. What do you have to adapt in your Playbook? Do you even have a Playbook? Tune in as we explore The Threehttp://www.blogtalkradio.com/two-old-sales-guys-and-diva/2012/12/13/are-you-strategically-important-and-hard-to-replaceManagementhttp://www.blogtalkradio.com/two-old-sales-guys-and-diva/2012/12/13/are-you-strategically-important-and-hard-to-replace/#commentshttp://www.blogtalkradio.com/two-old-sales-guys-and-diva/2012/12/13/are-you-strategically-important-and-hard-to-replaceThu, 13 Dec 2012 23:00:00 GMTAre You Strategically Important and Hard to Replace? How connected are you to your clients and prospects? Do they know how you are strategically important to them and their success?  How do you choose which of your customers and prospects are the ideal client for you? What systems do you have for staying connected, clearly communicating your value and closing more business? How would you rank your ability to focus on the key essentials that grow your business? How many of your customers were say you are strategically important and hard to replace?   Tune in to learn more about becoming strategically important and hard to replace. 00:31:00Two Old Sales Guys and Divanosales,business,performer,success,improvementHow connected are you to your clients and prospects? Do they know how you are strategically important to them and their success?  How do you choose which ofhttp://www.blogtalkradio.com/two-old-sales-guys-and-diva/2012/11/28/making-it-happen--your-story-of-successManagementhttp://www.blogtalkradio.com/two-old-sales-guys-and-diva/2012/11/28/making-it-happen--your-story-of-success/#commentshttp://www.blogtalkradio.com/two-old-sales-guys-and-diva/2012/11/28/making-it-happen--your-story-of-successWed, 28 Nov 2012 23:00:00 GMTMaking it Happen - Your Story of Success The 5th show in the series of five shows on the ZFactor methodology. From the Basics to Value Creator - Your Pathway to Success. Please check out the previous four shows and join us for number five. It will all come together as we seek to be Value Creators for you. 00:31:00Two Old Sales Guys and Divanovalue,business,sales,success,greatThe 5th show in the series of five shows on the ZFactor methodology. From the Basics to Value Creator - Your Pathway to Success. Please check out the previoushttp://www.blogtalkradio.com/two-old-sales-guys-and-diva/2012/11/07/be-a-value-creator--build-a-sustainable-business--zfactorManagementhttp://www.blogtalkradio.com/two-old-sales-guys-and-diva/2012/11/07/be-a-value-creator--build-a-sustainable-business--zfactor/#commentshttp://www.blogtalkradio.com/two-old-sales-guys-and-diva/2012/11/07/be-a-value-creator--build-a-sustainable-business--zfactorWed, 07 Nov 2012 23:00:00 GMTBe a Value Creator - Build a Sustainable Business - ZFactor What is a Value Creator? How does one become a Value Creator? Those are the two questions most people have when they look at the ZFactor Sales Framework or ZMap, as we call it. This is the fourth show in a series of five shows as we walk through each phase of a sales professional's career. We guarantee you will think about things differently after one of our shows. Then, it's up to you to act differently if you want to achieve higher levels of success. 00:32:00Two Old Sales Guys and Divanosales,business,performance,management,executiveWhat is a Value Creator? How does one become a Value Creator? Those are the two questions most people have when they look at the ZFactor Sales Framework or ZMahttp://www.blogtalkradio.com/two-old-sales-guys-and-diva/2012/10/18/acheive-sales-mastery--create-sustainable-sales--zfactorManagementhttp://www.blogtalkradio.com/two-old-sales-guys-and-diva/2012/10/18/acheive-sales-mastery--create-sustainable-sales--zfactor/#commentshttp://www.blogtalkradio.com/two-old-sales-guys-and-diva/2012/10/18/acheive-sales-mastery--create-sustainable-sales--zfactorThu, 18 Oct 2012 22:00:00 GMTAcheive Sales Mastery - Create Sustainable Sales - ZFactor From Sales Basics to Personal Sales Systems to Sales Mastery - the success journey of all top producers. How do you know you have achieved Sales Mastery? What does it take to move all the ZFactor? When do you really know you have achieved the basics and what are your indicators of having a personal sales system? And, what are the defining characteristics of the top producer in Sales Mastery?00:31:00Two Old Sales Guys and Divanosuccess,coach,management,business,performanceFrom Sales Basics to Personal Sales Systems to Sales Mastery - the success journey of all top producers. How do you know you have achieved Sales Mastery? Whhttp://www.blogtalkradio.com/two-old-sales-guys-and-diva/2012/10/03/meet-the-buyer-where-they-are-2--zfactor-sales-acceleratorBusinesshttp://www.blogtalkradio.com/two-old-sales-guys-and-diva/2012/10/03/meet-the-buyer-where-they-are-2--zfactor-sales-accelerator/#commentshttp://www.blogtalkradio.com/two-old-sales-guys-and-diva/2012/10/03/meet-the-buyer-where-they-are-2--zfactor-sales-acceleratorWed, 03 Oct 2012 22:00:00 GMTDevelop a Personal Sales System or Fail - ZFactor Sales   Is sales an art or a science? It is both...and successful sales professionals are continually learning how to think, act and sell differently because they have developed a personal sales system. Second in the "Meet the Buyer Where They Are" series, the Hosts, who are all best selling authors and selling everyday, will share how Top Producers develop personal sales systems. Without a personal sales system, today's buyers will trample the average salesperson because the buyer knows more and demands more. Even top producers are continually challenged - yet, they have learned how to challenge the buyer. Today's top producers never walk into a room, cold. They are always prepared because they know themselves, their clients and their resources. They are masters of personal, professional and business management so they know what to do at the right time with the right people. To become sales masters top producers had to develop the right skills, attitudes, tools, techniques and behaviors. It takes intentional effort, practice and time to put it all together into a personal sales system. Tune in for the next show, as the Hosts reveal how ZFactor helps a sales professional know what to do now, from where they are right now to put themselves on the path of success. 00:31:00Two Old Sales Guys and Divanosales,challenger,coach,performance,best practicesIs sales an art or a science? It is both...and successful sales professionals are continually learning how to think, act and sell differently because they hhttp://www.blogtalkradio.com/two-old-sales-guys-and-diva/2012/09/19/zfactor-sales--quadrant-oneManagementhttp://www.blogtalkradio.com/two-old-sales-guys-and-diva/2012/09/19/zfactor-sales--quadrant-one/#commentshttp://www.blogtalkradio.com/two-old-sales-guys-and-diva/2012/09/19/zfactor-sales--quadrant-oneWed, 19 Sep 2012 22:00:00 GMTMeet the Buyer Where They Are - ZFactor Sales Accelerator Tired of not knowing where you stand with the buyer? Tired of leaving a meeting, reading an email or getting off the phone and hoping you somehow moved the sale to the next opportunity. Buyers today need to know the value you and no one else can provide to them. Many buyers still think it's about price. The successful sale professionals are learning how to communicate value over price. Tune in for our next show, as the Hosts reveal how ZFactor helps a sales professional know three essential elements for presenting the unique value they have to offer the buyer. 00:33:00Two Old Sales Guys and Divanomanagement,meet people,challenges,RFP,businessTired of not knowing where you stand with the buyer? Tired of leaving a meeting, reading an email or getting off the phone and hoping you somehow moved the salhttp://www.blogtalkradio.com/two-old-sales-guys-and-diva/2012/09/06/disruptive-innovator-2Businesshttp://www.blogtalkradio.com/two-old-sales-guys-and-diva/2012/09/06/disruptive-innovator-2/#commentshttp://www.blogtalkradio.com/two-old-sales-guys-and-diva/2012/09/06/disruptive-innovator-2Thu, 06 Sep 2012 22:00:00 GMTSales Diva's New Book Launch - ZFactor V2VThe Sales Diva, Cindy Goldsberry, has launched her new book: ZFactor Sales Accelerator V2V: From Vendor to Value Creator. About the Book This is not a “How I did it…so you can too” book.  In fact – it is not a ‘how to’ at all. It’s a what to think and how to change that thinking to create and develop a new approach to personal success uniquely tailored to you. The result?  A blend of art and science unfolds to reveal the defining characteristics of the most successful in their field and how this can be applied to create a unique development map for each individual. The ZMap is a framework for building sustainable sales strategies for those who seek to build repeatable and predictable revenue – by transforming their sales behaviors from one of just being a vendor to the powerful rewards of success experienced by the Value Creator. ABOUT THE AUTHOR As a seasoned sales executive with a dynamic track record of creating revenue and results through working with and developing successful sales professionals, Cindy shares and explains a unique thinking tool for driving sales acceleration. In 2006 she joined Boundless Network, an Austin Ventures portfolio company where sales have grown from $800K in 2005 to $43MM in 2011. As VP Strategic Sales and Services she runs the division dedicated to growing strategic client relationships for the sale professionals of the company and is passionate about contributing to success of the Boundless sales team.   00:31:00Two Old Sales Guys and Divanoinnovation,sales,disruptive,social media,winningThe Sales Diva, Cindy Goldsberry, has launched her new book: ZFactor Sales Accelerator V2V: From Vendor to Value Creator. About the Book This is not a “How I dhttp://www.blogtalkradio.com/two-old-sales-guys-and-diva/2012/08/23/sustainable-sales-system-disruptive-innovatorsBusinesshttp://www.blogtalkradio.com/two-old-sales-guys-and-diva/2012/08/23/sustainable-sales-system-disruptive-innovators/#commentshttp://www.blogtalkradio.com/two-old-sales-guys-and-diva/2012/08/23/sustainable-sales-system-disruptive-innovatorsThu, 23 Aug 2012 22:00:00 GMTDisruptive Sales Innovators: Value Creators What's your Innovator Quotient? (11 out of 13 RFPs closed and counting...) A sales professional who is a Value Creator must have some traits of a disruptive innovator. What are those traits? And, how does a top producer learn to balance what the prospects wants with knowing what will actually work and produce the prospect's desired results? Tune in as the Sales Diva shares some innovative ideas on closing business and especially RFPs. She has helped her team close 11 out of 13 and counting (6 RFPs are open at the moment). These are $500K+ enterprise level deals. Guaranteed to be a lively discussion on the distinction between a "disruptor who loses sales" and a "disruptive innovator who creates significant value" and closes more sales. It's all about the results. 00:31:00Two Old Sales Guys and Divanodisruptive,business,social media,coach,innovationWhat's your Innovator Quotient? (11 out of 13 RFPs closed and counting...) A sales professional who is a Value Creator must have some traits of a disruptive ihttp://www.blogtalkradio.com/two-old-sales-guys-and-diva/2012/08/09/sustainable-sales-system-coaching-prospectsBusinesshttp://www.blogtalkradio.com/two-old-sales-guys-and-diva/2012/08/09/sustainable-sales-system-coaching-prospects/#commentshttp://www.blogtalkradio.com/two-old-sales-guys-and-diva/2012/08/09/sustainable-sales-system-coaching-prospectsThu, 09 Aug 2012 22:00:00 GMTSustainable Sales System: Coaching Prospects Prospects are using the internet to research and be informed about major purchases. Eventhough they have information and checklist of what they want, in reality, that's like reading a book on how to drive versus actually driving the car. Top sales professionals are quickly learning how to be more of a "buyer" coach versus the traditional view of "salesman". These sales professionals are thinking and selling differently. It's no longer about presenting a product or service or having a solution that has been used for other prospects. It's about recognizing what makes each prospect unique and how the sales offer will not only meet the needs or expectations of the prospect - more importantly, anticipating needs the prospect has yet to realize. Join us for another lively discussion about top producers who are thought leaders and value creators.  00:31:00Two Old Sales Guys and Divanomanager,coach,prospect,business,B2BProspects are using the internet to research and be informed about major purchases. Eventhough they have information and checklist of what they want, in realithttp://www.blogtalkradio.com/two-old-sales-guys-and-diva/2012/07/25/prospecting-and-the-zfactor-butterfly-effectBusinesshttp://www.blogtalkradio.com/two-old-sales-guys-and-diva/2012/07/25/prospecting-and-the-zfactor-butterfly-effect/#commentshttp://www.blogtalkradio.com/two-old-sales-guys-and-diva/2012/07/25/prospecting-and-the-zfactor-butterfly-effectWed, 25 Jul 2012 21:30:00 GMTProspecting: ZFactor Butterfly Effect Prospecting for gold takes real effort and time. Gold likes to be buried deep - and right on top of the bedrock. There's all sorts of analogies to draw from this, so join us for the show. Jump into the chat room and share some of your thoughts. We love to talk about what the audience thinks. 00:31:00Two Old Sales Guys and Divanovector,professional,sales,business,cutcoProspecting for gold takes real effort and time. Gold likes to be buried deep - and right on top of the bedrock. There's all sorts of analogies to draw from thhttp://www.blogtalkradio.com/two-old-sales-guys-and-diva/2012/07/12/prospecting-for-the-golden-referralsBusinesshttp://www.blogtalkradio.com/two-old-sales-guys-and-diva/2012/07/12/prospecting-for-the-golden-referrals/#commentshttp://www.blogtalkradio.com/two-old-sales-guys-and-diva/2012/07/12/prospecting-for-the-golden-referralsThu, 12 Jul 2012 22:00:00 GMTProspecting for the Golden Referrals Just a few simple, consistent actions can make all the difference with your prospecting. Find out why top producers have plenty of referrals and the average producer struggles.  00:31:00Two Old Sales Guys and Divanosales management,sales leads,social media,sales coaching,businessJust a few simple, consistent actions can make all the difference with your prospecting. Find out why top producers have plenty of referrals and the average prhttp://www.blogtalkradio.com/two-old-sales-guys-and-diva/2012/06/28/guaranteed-sales-acceleratorManagementhttp://www.blogtalkradio.com/two-old-sales-guys-and-diva/2012/06/28/guaranteed-sales-accelerator/#commentshttp://www.blogtalkradio.com/two-old-sales-guys-and-diva/2012/06/28/guaranteed-sales-acceleratorThu, 28 Jun 2012 22:00:00 GMTGuaranteed Sales Accelerator - Prospecting What type of prospector are you? If you want to pan for gold, do you just grab a pan and run to the nearest stream or do you make sure the stream you put your pan is likely to produce some gold, for your efforts? The best prospectors are top producers? How do you rate your prospecting? Tune in and dispel a few myths, pick up a new technique or new thought  that will improve your prospecting and accelerate your sales. 00:31:00Two Old Sales Guys and Divanomanagement,prospecting,self help,sales performance,marketingWhat type of prospector are you? If you want to pan for gold, do you just grab a pan and run to the nearest stream or do you make sure the stream you put yourhttp://www.blogtalkradio.com/two-old-sales-guys-and-diva/2012/05/31/build-a-sustainable-referral-networkBusinesshttp://www.blogtalkradio.com/two-old-sales-guys-and-diva/2012/05/31/build-a-sustainable-referral-network/#commentshttp://www.blogtalkradio.com/two-old-sales-guys-and-diva/2012/05/31/build-a-sustainable-referral-networkThu, 31 May 2012 22:00:00 GMTBuild a Sustainable Referral Network A sustainable referral network takes time, consistent focus and asking for referrals. What is your area of expertise? Do your clients/customers know you are an expert they can trust and that you create value for them? Do they refer you with confidence to other qualified referrals? Who supports you to stay on track with your goals and objectives to build a business of 80% - 100% referrals?  00:31:00Two Old Sales Guys and Divanofinancial,diva,what is sales management,social media,self helpA sustainable referral network takes time, consistent focus and asking for referrals. What is your area of expertise? Do your clients/customers know you are anhttp://www.blogtalkradio.com/two-old-sales-guys-and-diva/2012/05/17/build-a-sustainable-sales-systemManagementhttp://www.blogtalkradio.com/two-old-sales-guys-and-diva/2012/05/17/build-a-sustainable-sales-system/#commentshttp://www.blogtalkradio.com/two-old-sales-guys-and-diva/2012/05/17/build-a-sustainable-sales-systemThu, 17 May 2012 22:00:00 GMTBuild a Sustainable Sales System Knowing your clients is the foundation of a sustainable sales system. How do you know a prospect has the potential to be a good client?  Three simple actions will accelerate sales performance and help you think differently about building sustainable sales. Get tips and techniques from a combined 115 years of experience in sales and sales management. We've never stopped learning and we know how to laugh when things don't meet expectations. 00:32:00Two Old Sales Guys and Divanoself help,sales,management,executive,successKnowing your clients is the foundation of a sustainable sales system. How do you know a prospect has the potential to be a good client?  Three simple actionshttp://www.blogtalkradio.com/two-old-sales-guys-and-diva/2012/05/03/the-tennis-ball-sales-success-predictorManagementhttp://www.blogtalkradio.com/two-old-sales-guys-and-diva/2012/05/03/the-tennis-ball-sales-success-predictor/#commentshttp://www.blogtalkradio.com/two-old-sales-guys-and-diva/2012/05/03/the-tennis-ball-sales-success-predictorThu, 03 May 2012 22:00:00 GMTThe Tennis Ball Sales Success Predictor What gets you excited about creating value for your clients? What gets your clients excited about working with you? Tune in and have a tennis ball in easy reach. It may be a little whacky - and we promise you'll remember a simple set of questions that will make you strategically important and hard to replace with your clients and customers. 00:31:00Two Old Sales Guys and Divanosocial media,sales manager,executive,self help,successWhat gets you excited about creating value for your clients? What gets your clients excited about working with you? Tune in and have a tennis ball in easy reahttp://www.blogtalkradio.com/two-old-sales-guys-and-diva/2012/04/19/two-old-sales-guys-and-the-sales-diva-radio-talk-showManagementhttp://www.blogtalkradio.com/two-old-sales-guys-and-diva/2012/04/19/two-old-sales-guys-and-the-sales-diva-radio-talk-show/#commentshttp://www.blogtalkradio.com/two-old-sales-guys-and-diva/2012/04/19/two-old-sales-guys-and-the-sales-diva-radio-talk-showThu, 19 Apr 2012 22:00:00 GMTTwo Old Sales Guys and the Sales Diva Radio Talk Show   "We're NOT Dead Yet!" 115 years of combined experience in sales, business and management. We've seen it, done, tried it, thought it, imagined it, found it, discovered it, threw it or caught it. We believe sales is a noble profession and one of the darndest, most challenging careers on the planet. Let us provide a little entertainment, advice, mentoring, coaching and laughter. Discussions, interviews, stories and laughter about the joy of sales. Learn a little - laugh more because laughter can make all the difference and keep you on the pathway to success.  00:31:00Two Old Sales Guys and Divanosales,social media,self help,success,marketing"We're NOT Dead Yet!" 115 years of combined experience in sales, business and management. We've seen it, done, tried it, thought it, imagined it, found it,