Sales is more than just a numbers game...

Podcast: Deliver your message in 30 seconds.

When faced with a chance encounter, and asked about your company or profession, you find it difficult to describe it in a short and concise way. Often this will happen while traveling, or at a social gathering. You find your response is usually long-winded and you quickly lose the interest of those around you. In this episode of the One Goal - Revenue Generation ® series, Peter Kusterer of NvestNtech walks you through the process of developing a 30-second elevator pitch to introduce you, and your business. Download this episode - “Deliver your message in 30 seconds.”

Click on this link for the Podcast directory that includes the One Goal - Revenue Generation ® series, as well as additional Podcast episodes and related topics. Our podcasts are featured on iTunes, Odeo, and Podcast Alley.

Podcast: Simple ways to overcome price competition.

You find that you are losing business to competitors that quote lower prices. You are unable to operate profitably at those levels and need to hold to your pricing. Although you have made every effort to communicate to the customer as to why they should purchase, you continue to lose out to lower priced competition. In this episode of the One Goal - Revenue Generation ® series, Peter Kusterer of NvestNtech offers you a straightforward and easy process to refine your approach when faced with price competition. Download this episode - “Simple ways to overcome price competition.”

Click on this link for the Podcast directory that includes the One Goal - Revenue Generation ® series, as well as additional Podcast episodes and related topics. Our podcasts are featured on iTunes, Odeo, and Podcast Alley.

Podcast: When searching for new contacts, do you struggle with where to start?

When it comes to searching for new contacts to call on, do you struggle with knowing where to start? Do you find yourself asking the question, “Who are the people I should be calling on?” At what level should I begin? Do I choose a department, a person’s organizational title, or just call the receptionist and ask him or her where to begin? In this episode of the One Goal - Revenue Generation ® series, Peter Kusterer of NvestNtech offers you a roadmap of where to begin when calling on customers for the first time, or in pursuit of new contacts within an existing account. Download this episode - "When searching for new contacts, do you struggle with where to start?"

Click on this link for the Podcast directory that includes the One Goal - Revenue Generation ® series, as well as additional Podcast episodes and related topics. Our podcasts are featured on iTunes, Odeo, and Podcast Alley.

Podcast: How to project the date and probability of when the order may close

You have submitted your proposal and await a decision from the customer. You have taken all the necessary steps to fulfill the customer’s request for pricing and information. How can you now project the date and probability of when the order may close? In this episode of the One Goal - Revenue Generation ® series, Peter Kusterer of NvestNtech shares with you a systematic process that can help you project the date and probability of when you can expect to close business. Download this episode - “Project the date and probability of when the order may close”.

Click on this link for the Podcast directory that includes the One Goal - Revenue Generation ® series, as well as additional Podcast episodes and related topics. Our podcasts are featured on iTunes, Odeo, and Podcast Alley.

Podcast: Getting your newsletter read by more people

You have decided that you want to be “top of mind” with your customers by using a simple email newsletter. After embarking on the first issue, you are pleased with your work but disappointed in the results. You find that customers don’t recall the email, or some have asked you to stop sending it. You are looking for ways to make this endeavor more successful. In this episode of the One Goal - Revenue Generation ® series, Peter Kusterer of NvestNtech offers some thoughts and suggestions to improving the appeal and increasing the readership of your newsletter. Download this episode - “Getting your newsletter read by more people”.

Click on this link for the Podcast directory that includes the One Goal - Revenue Generation ® series, as well as additional Podcast episodes and related topics. Our podcasts are featured on iTunes, Odeo, and Podcast Alley.

Podcast: Organizational Announcement not an Open Invitation to call

You have decided that scanning business announcements and personnel appointments is a good way to prospect for new business. You make contact with these people by way of email or phone and offer your products or services. However, after doing this for some time, you have concluded this is not making a significant difference in your sales growth. You wonder if there is something lacking in the process. In this episode of the One Goal - Revenue Generation ® series, Peter Kusterer of NvestNtech explains why an announcement in the newspaper or magazine is not an open invitation to contact someone or make cold-calls without some preparation in advance. Download this episode - “Organizational Announcement not an Open Invitation”.

Click on this link for the Podcast directory that includes the One Goal - Revenue Generation ® series, as well as additional Podcast episodes and related topics. Our podcasts are featured on iTunes, Odeo, and Podcast Alley.

Podcast: Embrace the news of lost business

Lost business is rarely welcome news. Although you made every attempt to secure the business, you were not successful in obtaining an order. You are reluctant to report the lost business in a documented way; for example in a formal report, or contact management system. You anticipate you will be asked about this condition, so what can you do to overcome the reluctance to do so? In this episode of the One Goal - Revenue Generation ® series, Peter Kusterer of NvestNtech describes the need to embrace the news of lost business, and why it’s important to keep track of the reasons behind the loss, for long-term success. Download this episode - “Embrace the news of lost business ”.

Click on this link for the Podcast directory that includes the One Goal - Revenue Generation ® series, as well as additional Podcast episodes and related topics. Our podcasts are featured on iTunes, Odeo, and Podcast Alley.

Podcast: Building a sales opportunity Pipeline

You are closing business on a routine basis, but you regularly experience periods of lower performance, or gaps in your sales. You desire a more uniform contribution of business over time. In this episode of the One Goal - Revenue Generation ® series, Peter Kusterer of NvestNtech outlines a simple process to help you balance the closure of your sales opportunities and build a richer pipeline for future business. Download this episode - “Building a sales opportunity Pipeline”.

Click on this link for the Podcast directory that includes the One Goal - Revenue Generation ® series, as well as additional Podcast episodes and related topics. Our podcasts are featured on iTunes, Odeo, and Podcast Alley.

Podcast: Use a journal to measure your performance

Although your sales speak well of your work, and you are pleased with your progress, there is a nagging question in your mind asking whether you are doing all you can to reach your goals. How can you objectively measure your performance independent of others? In this episode of the One Goal - Revenue Generation ® series, Peter Kusterer of NvestNtech walks you through the process of journaling your work, and using a journal to evaluate your performance as you work toward your goals. Download this episode - “Use a journal to measure your performance”.

Click on this link for the Podcast directory that includes the One Goal - Revenue Generation ® series, as well as additional Podcast episodes and related topics. Our podcasts are featured on iTunes, Odeo, and Podcast Alley.

Podcast: The lasting effect of a mentor in the profession of Sales

Mentoring is a horizontal, two-way process in which people can learn from each other. One may never know the lasting effect of this process, but often it can last a lifetime. In this episode of the One Goal - Revenue Generation ® series, Peter Kusterer of NvestNtech pays tribute to his longtime mentor in the profession of Sales, Mike Gerhardstein, and offers some insight into what led to the development of the One Goal - Revenue Generation ® series of Podcasts. Download this episode - “The lasting effect of a mentor”.

Click on this link for the Podcast directory that includes the One Goal - Revenue Generation ® series, as well as additional Podcast episodes and related topics. Our podcasts are featured on iTunes, Odeo, and Podcast Alley.