Michelle
Nichols' weekly Savvy Selling
podcasts are produced and distributed
by BusinessWeek.com. Each 12-15
minute podcast features an interview
with a sales expert on a specific
sales topic. Podcast interview
guests come from all around
the world. Please enjoy - and
if you or someone you know would
make a great a great guest,
please contact Michelle.
Note: A podcast
is an audio interview recorded
over the telephone. Listeners
download it and play it on their
computer or their iPod - hence
the name "podcast."
| |
Guest
Interviewed |
Topic
All podcasts
are
12-15 minutes long. |
|
Mr. Zig Ziglar - former
cookware salesman who
became "the Master
Motivator." A legendary
sales speaker. Listen,
learn - and earn!
For more info on Zig,
www.ziglar.com
|
"Sales
Guru Zig Ziglar"
|
|
Mr. Jim Cathcart, CSP,
CPAE - author of landmark
"Relationship Selling"
in 1986 and 12 other books.
Learn how to use his ideas
to reach the top 1% of
your field!
For more info on Jim
Cathcart, go to www.cathcart.com
|
"Relationship
Selling"
|
|
Ms. Jill Konrath, author
of "Selling to BIG Companies,"
shares her secrets on
how - and why - to crack
those big accounts!
For more info. on Jill
Konrath, go to www.sellingtobigcompanies.com
|
"Selling
to Giants"
|
|
Dan Seidman, sales coach
and author, has collected
more than 600 sales horror
stories and published 50
of them in the book "Sales
Autopsy." He talks
about closing a deal after
disaster strikes.
For more info on Dan
Seidman go to www.salesautopsy.com
|
"When
Deals Go Bad"
|
|
Spencer Tillman, former
professional football
player and sports broadcaster,
discusses three strategies
to selling successfully
when the pressure is on.
For more info on Spencer
Tillman go to: www.spencertillman.com |
"Tillman
Explains it All"
|
|
Lisa Johnson, author
of the book "Mind
Your X's and Y's"
and CEO of consumer consulting
firm the Reach Group,
talks about how to sell
more effectively to consumers
ages 18 to 40.
For more info on Lisa
Johnson, go to www.reachgroupconsulting.com
|
"Reaching
for Revenue: Selling to
Generations X and Y"
|
| |
David Pearson, vice-president
of channel operations
at Miller-Heiman, the
world's largest sales-performance
consulting and training
firm, shares strategies
on how to use cross-selling
and up-selling to increase
revenue.
For more info on Miller-Heiman,
go to www.millerheiman.com
|
"Smart
Sales Strategies:
Cross-selling and Upselling:
A How-to"
|
|
Pradeep
Anand, an author and president
of the marketing consultancy
Seeta Resources, shares
advice for immigrant salespeople
unfamiliar with selling
in the U.S. market.
For more info on Pradeep
Anand, go to www.seeta.com |
"Selling
Across Cultures"
|
|
Ed Brodow, author of
"Negotiation Boot Camp:
How to Resolve Conflict,
Satisfy Customers, and
Make Better Deals," reviews
10 basic negotiating strategies
to help salespeople sell
more and at better profits.
For more info on Ed Brodow,
go to www.brodow.com |
|
|
Anthony Parinello,
author of best-seller
"Getting to VITO
(The Very Important Top
Officer)," talks
about what's different
about selling to VITOs,
how to get through to
them, and how they like
to be sold.
For more info on Anthony
Parinello, go to www.vitoselling.com |
|
|
Susan RoAne, author
of "How to Work a
Room: The Ultimate Guide
to Savvy Socializing in
Person and Online,"
shares her insights on
using networking and social
events to increase sales.
For more info on Susan
RoAne,
go to www.susanroane.com
|
"Networking
for Sellers" |
|
Larry Winget, the
host of the A&E reality
show Big Spender
and author of "It's
Called WORK for a Reason:
Your Success is Your Own
Damn Fault," shares
his outrageous selling
principles.
For more info on Larry
Winget, go to www.larrywinget.com |
"An
“Irritational”
Speaker on How to Sell More" |
|
Hal Becker, the author
of "Can I Have 5 Minutes
of Your Time?" shares
12 powerful questions
that can help you sell
more.
For more info on Hal
Becker, go to www.halbecker.com
|
"How
Hal Becker Lands Sales" |
| |
Yi Ming Executive Coaching's
Mr. Robin Adams of Beijing,
China tells how to get
past concerns about price
during the sales process.
For more info on Robin
Adams, go to www.yimingconsulting.com |
"When
to Talk about the Price" |
|
Rob "Waldo" Waldman,
a former Air Force fighter
pilot, offers his strategies
for promoting teamwork
and selling more.
For more info on Waldo
Waldman, go to www.yourwingman.com |
"Promoting
Teamwork and Sales" |
|
Gloria
Berthold, founder of Targetgov.com,
shares her insights on
how to sell to the federal
government.
For more info on Gloria
Berthold, go to www.targetgov.com |
"Selling
to the Federal Government." |
|
Doug Stevenson, president
of Story Theater International,
offers his strategies
on using storytelling
to make more sales.
For more info on Doug
Stevenson, go to www.storytheater.net |
"Sell
it With a Story" |
|
Maureen Blandford,
founder of the Mind Time
Group in Dayton, Ohio,
speaks on reasons why
business-to-business organizations
should spend less on marketing
and more on sales to increase
revenues.
For more info on Maureen
Blandford, go to www.mindtimegroup.com |
"Giving
More Money to the Sales
Side" |
|
Veteran business ethics
consultant Frank C. Bucaro
offers his strategies
to achieve success while
maintaining integrity.
For more info on Frank
Bucaro, go to www.frankbucaro.com |
|
|
Warren Greshes, motivational
speaker and author of
“The Best Damn Sales
Book Ever,” shares
strategies for more effective
sales prospecting. Greshes
also offers a story of
how one man sold a $100
million life insurance
policy through cold calling.
For more info on Warren
Greshes,
go to www.greshes.com |
|
|
Nadine
Wong, an executive director
with Morgan Stanley’s
Private Wealth Management
division, offers strategies
for selling to high net-worth
clients.
To contact Nadine Wong,
go to www.morganstanley.com |
"Selling
to Multi-Millionaires" |
|
John
Jantsch, author of "Duct
Tape Marketing,"
talks about strategies
to increase repeat sales,
including a New Customer
Kit.
For more info on John
Jantsch, go to www.ducttapemarketing.com |
"Developing
Relationships with Long-time
Customers" |
|
Jon
Manning, founder of Australia’s
Sans Prix pricing consultancy,
shares strategies on how
to set prices and convince
your customers to accept
them.
For more info on Jon
Manning, go to www.sansprix.com.au |
"Setting
Prices" |
|
Author
Ms. Eli Davidson shares
a list of strategies on
using video-sharing site
YouTube as a sales tool.
For more info on Ms.
Eli Davidson, go to www.elidavidson.com |
|
|
Mark
Hunter, president of Omaha-based
sales consulting firm
The Sales Hunter, shares
his strategies on how
to distinguish between
a prospective customer's
minor concerns vs. major
deal breakers.
For more info on Mark
Hunter, go to www.thesaleshunter.com |
"Deal
Breaker or No Big Deal?" |
|
Nate
Scholz, winner of the
2007 National Collegiate
Sales Competition, and
Jack Calabrese, director
of hiring and training
at Liberty Mutual, discuss
the key traits for sales
success.
For more info on the
NCSC, go to http://coles.kennesaw.edu/ncsc.
|
"Lessons
from a Sales Contest Winner"
Why
preparation, hustle, and
being open to coaching are
keys to sales success |
|
Sales
trainer and consultant
Laura Posey explains why
spending time on the golf
course with customers
or prospects can have
a significant return on
investment.
For more info on Laura
Posey, go to
www.dancingelephants.net
|
Using
Golf to Increase to Sales
Why Golfing with Customers
or Prospects Can Have
a Significant ROI
|
|
Dr.
Tony Alessandra says a
salesperson's charisma
is more important today
than ever as customers
become more image conscious.
He talks about how to
develop charisma and use
it during sales.
For more info on Dr.
Tony Alessandra, go to
www.alessandra.com
|
Increasing a Salesperson's
Appeal
How to develop charisma
and use it during the
sales process
|
|
Author
and sales consultant Joanne
Black talks about strategies
for creating a referral-based
business.
For
more info on Joanne Black,
go to www.nomorecoldcalling.com
|
Time
to Stop Cold Calling
Create a Business Based
Entirely on Referrals |
|
Ron
Hubsher talks about why
the traditional “sales
funnel” concept
should be turned upside
down so salespeople have
the time and resources
to spend with prospective
customers who are more
likely to buy.
For more info on Ron
Hubsher, go to www.salesog.com |
Turning
the Sales Funnel Upside
Down
Ron Hubsher Recommends
Carefully Cultivating
a Small Group of Clients
|
|
Author
Joe Calloway talks about
why having fun and "showing
off" on the job is
good for customers.
For more info on Joe
Calloway, go to www.joecalloway.com |
Showing
Off When Selling
Joe Calloway On Why Having
Fun Benefits Customers |
|
Sue
Burnett, the founder of
Burnett Staffing Specialists
explains how her roles
as deal closer, cheerleader,
industry leader, award
winner, and community
member helped contribute
to her company’s
sales success.
For more info on Burnett
Staffing Specialists,
go to www.burnettstaffing.com
|
The
Leader’s Role in Selling
How the Founder and President
of Burnett Staffing Specialists
Helps Drive Sales |
|
Mark
Sanborn, author of bestseller,
The Fred Factor, chats
about interactions salespeople
have with their customers.
He offers ideas on creating
more value for customers
to increase sales and
referrals.
For more info on Mark
Sanborn, go to www.marksanborn.com
|
Creating
More Value for Customers
Author Mark Sanborn on Increasing
Sales and Referrals |
|
Focus
on relationships, not
technology, but be aware
of the role gadgets and
other platforms can play.
That's the message for
salespeople from marketing
coach Terry Brock, president
of Orlando’s Achievement
Systems.
For more info on Terry
Brock, go to www.terrybrock.com |
Selling
with Technology
Marketing Coach Terry Brock |
|
Susan
Clark tells Michelle Nichols,
Savvy Selling columnist
and podcast host, about
the 10 critical mistakes
salespeople make with
CRM (Customer Relationship
Management software.)
For more info on Susan
Clark, go to www.cornerstonesolutions.com
|
Customer
Relationship Management
software
10 Critical Mistakes Salespeople
Make with CRM |
|
Jeb Blount, author
of “PowerPrinciples”
and founder of the sales
training firm Sales Gravy,
discusses 5 strategies
to help salespeople get
started, set goals, and
overcome fears.
For more info on Jeb
Blount, go to www.salesgravy.com
|
Taking
More Action When Selling
Jeb Blount Offers Five Strategies
to Increase Sales Success |
| |
Consultant and author
Marc Freeman talks about
his five principles for
successful renegotiating.
For more info on Marc
Freeman, go to www.therenegotiator.com |
How
to Renegotiate
A new approach to the age-old
game |
|
Jigsaw CEO and co-founder
Jim Fowler and Scott Allen,
co-author of "The
Virtual Handshake: Opening
Doors and Closing Deals
Online," talk about
using Jigsaw and LinkedIn
for selling.
For more info on Jim
Fowler, go to www.jigsaw.com
For more info on Scott
Allen, go to www.thevirtualhandshake.com |
Selling
with Jigsaw and LinkedIn
How to use online tools
to help you sell more
|
|
Motivational speaker
Ruben Gonzalez shares
how the skills he learned
in the Olympics apply
to sales.
For more info on Ruben
Gonzalez, go to www.thelugeman.com
|
Building
a Sales Support System
How to motivate yourself
and others when faced with
challenges on a sales call |
|
Don Mardak discusses
how using a barter exchange
can help companies grow
their sales.
For more info on Don
Mardak, go to www.internationalmonetary.com |
Using
Barter to Sell More
How to attract new customers,
turn excess inventory into
sales, and maintain profit
margins |
|
Veteran
sales trainer Jim Jacobus
discusses the four essential
characteristics salespeople
need to improve their
selling skills and explains
how to develop them.
For more info on Jim
Jacobus, go to www.aplayersonline.com |
Four
Key Skills for Salespeople
How to improve your ability
to sell |
|
