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The SalesRoundup Podcast
How and When to Make Concessions in Sales PDF Print E-mail
Sales Cycle - Negotiation
Written by Joe   

Getting What You Want From that Big Deal

In any large complex sales deal it is inevitable that the customer will try to get you to make concessions. They will try to get you to bring the price down, or they will try to get you to throw in bonuses. What you need to know as a successful sales representative is when and how it is appropriate to make concessions. If you don’t go through this process correctly, you are either going to come across like a pushover, or like a jerk that no one will want to work with ever again. On the one hand, if you make too many concessions, the customer will find it easy to abuse you and they will cut into your profits over and over again, setting a poor precedent for the future. On the other hand, if you don’t recognize the times when it is necessary to concede, the customer will leave the deal feeling like they’ve gotten mistreated and won’t come back to you in the future.

Stupid Things Sales People Do PDF Print E-mail
A Sales Lifestyle - Personal
Written by Mike & Joe   

Four of the Worst Sales Pitfalls and How to Avoid Them

The four items listed below are some of the most foolish things that sales people do on a regular basis. These are things that you must avoid if you want to be successful in winning deals and making money. Being aware of these pitfalls and avoiding them will be your first solid step towards a successful sales career.

Oh and we can write a blog post like this because… well we have done all of these STUPID things - and many more throughout our careers.

Is Your Baby Ugly? PDF Print E-mail
Audio - Podcast Mike & Joe
Written by Joe   

Audio Is your CRM System A sales automation tool or A sales prevention tool?

Many companies have spent hundreds of thousands of dollars and multiple years on CRM deployment projects, only to find they made a bad choice. Don't let this happen to your company. Be sure the key decision criteria are based around the “Field Sales” person’s personal productivity. The number one objective when implementing any SFA system is to improve the productivity of the people who produce the REVENUE! All else is secondary. Sales Podcast.

Sales Technology and Systems PDF Print E-mail
Audio - Podcast Mike & Joe
Written by Joe   

Audio Internet 101 for Sales People leveraging the internet to get the information you need to know about your prospects and clients.  In this rerun episode Mike and Joe talk about internet tools Sales professionals use to learn about and keep on top of recent news about your prospects and clients.

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