Sales is more than just a numbers game...: Podcasts

January 05, 2010

Podcast: How many sales calls should I make each day?

You are uncertain with how to determine the number of sales calls or customer visits you should make in any given business day. Depending on the sales demands of your product or service, the number of calls may vary. Each business or industry is unique and often selling a service can be more time consuming than selling a product. In this episode of the One Goal - Revenue Generation ® series, Peter Kusterer of NvestNtech offers a simple and straightforward way to set a reasonable number of sales calls, across a specified account classification. Download this episode - “How many sales calls should I make each day?”

Offer your comments, questions, or initiate general discussion with other listeners of the One Goal - Revenue Generation ® Podcast series. Use this LinkedIn Group to discuss your own personal selling situations as they might relate to an individual podcast episode, or in a broader sense of the profession of Sales.

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.

Jan 5, 2010 2:56:45 PM | Business Development, Education and Training, Human Relations and Personnel Development, Management, Podcasts, Sales Forecasts, Selling

November 18, 2009

Podcast: Become a trusted advisor

You know you should be calling on higher levels of management, but you are not sure of their needs when compared to those who may use your product or service. How can you best meet their needs and further your success in their company? In this episode of the One Goal - Revenue Generation ® series, Peter Kusterer of NvestNtech tells you how to move the sales objective from merely selling someone to becoming a long term trusted advisor, and play a key role in their decision process. Download this episode - “Become a trusted advisor.”

Nov 18, 2009 5:56:00 AM | Business Development, Education and Training, Human Relations and Personnel Development, Management, Motivation, Podcasts, Selling

November 04, 2009

Podcast: The introduction to Disc One - Manage the Sales Cycle

The One Goal - Revenue Generation ® series is grouped into discs and tracks. Each Podcast is a track, and the discs are arranged much like a chapter in a book. As you download each Podcast, you will find additional information embedded in the file that will help you navigate across the discs and tracks in the One Goal - Revenue Generation ® series.

Disc One - Manage the Sales Cycle. This disc includes those topics on managing the sales cycle and following a disciplined process to secure an order. In this episode of the One Goal - Revenue Generation ® series, Peter Kusterer of NvestNtech introduces Disc One - Manage the Sales Cycle. Download this episode - “The introduction to Disc One - Manage the Sales Cycle.”

Offer your comments, questions, or initiate general discussion with other listeners of the One Goal - Revenue Generation ® Podcast series. Use this LinkedIn Group to discuss your own personal selling situations as they might relate to an individual podcast episode, or in a broader sense of the profession of Sales.

Nov 4, 2009 12:33:12 PM | Business Development, Management, Podcasts, Sales Forecasts, Selling

July 14, 2009

Podcast: Overcome the customer’s disappointment in your tardy response

You have made a commitment to a customer or prospect to deliver materials, or provide a response to a specific question in a certain timeframe. You responded later than you had anticipated and now find the customer is disappointed in your response, or sought out another supplier altogether. In this episode of the One Goal - Revenue Generation ® series, Peter Kusterer of NvestNtech helps you work through a process of setting reasonable expectations for both you and your customer to recover from an otherwise disappointing result. Download this episode - “Overcome the customer’s disappointment in your tardy response.”

Offer your comments, questions, or initiate general discussion with other listeners of the One Goal - Revenue Generation ® Podcast series. Use this LinkedIn Group to discuss your own personal selling situations as they might relate to an individual podcast episode, or in a broader sense of the profession of Sales.

Jul 14, 2009 5:58:00 AM | Business Development, Management, Podcasts, Selling, Teamwork

June 16, 2009

Podcast: Struggling to get an order from a new account

You seem to struggle in getting an order promptly from a new account. In some cases, where you believe the order will be forthcoming, you find that either it gets stalled in the process, or you lose the business to a competitor. In this episode of the One Goal - Revenue Generation ® series, Peter Kusterer of NvestNtech helps you discover an approach that focuses on the customer’s process in acquiring products versus your focus of selling them goods or services. Download this episode - “Struggling to get an order from a new account.”

Jun 16, 2009 5:18:00 AM | Business Development, Podcasts, Selling

May 26, 2009

Podcast: Customer's complaints from prior business relationship

I am new to my sales assignment and have taken over a territory that was managed by someone else. I have found that customers are complaining about our products and service as a result of the previous salesperson’s efforts. I have tried to reassure them that I will do better, but my short time in the assignment prevents them from accepting my pledge. How can I overcome this legacy and move on to better sales results? In this episode of the One Goal - Revenue Generation ® series, Peter Kusterer of NvestNtech talks about rebuilding trust between you and your customer after a poor experience from the prior business relationship. Download this episode - “Customer's complaints from prior business relationship.”

May 26, 2009 10:13:22 AM | Brand-building, Business Development, Human Relations and Personnel Development, Management, Podcasts, Selling

April 30, 2009

Podcast: Disc Seven – Managing your Time and Effort

Time management is essential to achieve sales success. One of the oldest adages I continue to encourage people to use is, “Plan your work, and work your plan.” In this disc, I will focus on the merits of journaling and planning your time wisely. In this episode of the One Goal - Revenue Generation ® series, Peter Kusterer of NvestNtech walks you through the introduction and content that is presented in the Disc Seven episodes of the Podcast series. Download this episode - “Disc Seven – Managing your Time and Effort.”

Apr 30, 2009 11:29:00 PM | Education and Training, Human Relations and Personnel Development, Management, Podcasts, Selling

April 14, 2009

Podcast: When your callback reminder pops up, don’t hit snooze.

You have adopted a new, automated system to remind you when to call people; but, when the alarms start to go off, there are far too many and you can’t seem to deal with them. Your answer is to press “snooze”. However, within a short time, you are overwhelmed by another onslaught of alarms. How can you better manage this predicament? In this episode of the One Goal - Revenue Generation ® series, Peter Kusterer of NvestNtech helps you determine the best intervals to return calls by using a planned approach to automated reminders and alarms. Download this episode - “When your callback reminder pops up, don’t hit snooze.”

Apr 14, 2009 5:55:00 AM | Podcasts, Selling, Technology, Tools of the Trade

January 20, 2009

One Goal - Revenue Generation ® Podcast series introduced as a Group on LinkedIn

This new Group on LinkedIn is for listeners and subscribers to discuss the tips and ideas offered in the One Goal - Revenue Generation ® Podcast. These audio podcasts are focused on enhanced selling methods and better business models in brief, practical audio tips; they offer sales coaching for a variety of selling situations.

One Goal - Revenue Generation ® Podcast series Group on LinkedIn

Offer your comments, questions, or initiate general discussion with other listeners of the One Goal - Revenue Generation ® Podcast series. Use this Group to discuss your own personal selling situations as they might relate to an individual podcast episode, or in a broader sense of the profession of Sales.

Each episode contains straightforward and seasoned advice, which can serve as an audio ‘pocket guide’ of selling and sales management tips. Most of the episodes are less than 3 minutes in length and are grouped into discs and tracks, like the chapters of a book. As you download each podcast, you will find additional information embedded in the file that will help you navigate across the discs and tracks in the One Goal - Revenue Generation ® series.

Located in the Podcast Category of the Sales Barriers blog, the One Goal - Revenue Generation ® series is also available from theiTunes Store,Odeo, Podcast Alley, and other service providers.

Jan 20, 2009 10:56:49 AM | Podcasts, Selling, Tools of the Trade, Web/Tech

December 04, 2008

Podcast: When you need to retract a forecasted sale, how do you ‘break the news’?

As you miss the commitment date to your forecasted sale, you are beginning to doubt your ability to deliver this new business. You have now determined that you are unable to meet the customer’s specifications and will need to retract your forecasted sale. How do you ‘break the news’? In this episode of the One Goal - Revenue Generation ® series, Peter Kusterer of NvestNtech helps you overcome the desire to remain silent and describes a process to recover this potentially lost sales opportunity. Download this episode - “When you need to retract a forecasted sale.”

Dec 4, 2008 5:47:00 AM | Business Development, Management, Podcasts, Sales Forecasts, Selling, Teamwork

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