Sales is more than just a numbers game...

Podcast: Getting your pricing in line with the customer requirement.

The presentation went well; your customer or prospect is interested in your ability to meet their needs. However, when your product management team presents you with the proposed selling price (or cost), you are confident that they will not spend that much for the requirement. How can you bring the pricing in line with what you believe it will take to get the order? In this episode of the One Goal - Revenue Generation ® series, Peter Kusterer of NvestNtech helps you discover gaps between your customer’s requirement and the pricing within your proposal. Download this episode - “Getting your pricing in line with the customer requirement.”

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: Introduction to Disc Six – Developing and Managing the Sales Plan.

Many of you have asked us how the One Goal - Revenue Generation ® series is grouped into discs and tracks. We have added a new Podcast to the series that will describe each disc or chapter in more detail. 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. In this episode of the One Goal - Revenue Generation ® series, Peter Kusterer of NvestNtech describes Disc Six – Developing and Managing the Sales Plan. This disc includes those topics on setting objectives to craft a path of action and activities to secure an order. Download this episode - “Developing and Managing the Sales Plan.”

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 record sales suddenly fall flat.

You had a record month in sales, but this month seems to be on a downward trend, and you are concerned about your ability to deliver the required results. The only thing you believe can turn the situation around is you. In this episode of the One Goal - Revenue Generation ® series, Peter Kusterer of NvestNtech helps you better understand the many factors that can contribute to lower sales performance, and how you can take control of the situation and get back on-track. Download this episode - “When record sales suddenly fall flat.”

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: Script your voice mail for better results.

Scripted phone calls can reap untold benefits if they are carefully crafted and carried out with a quality tone of voice.  One way to escape voice mail jail is to create a three-message script. Your script can be broken down into three steps, each building on the previous message. In this episode of the One Goal - Revenue Generation ® series, Peter Kusterer of NvestNtech walks you through the development of a series of scripted voice mails and how they can increase the likelihood of a return phone call. Download this episode - “Script your voice mail for better results.”

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: Make sales goals less stressful and more obtainable.

Every year, the company sets sales objectives for your sales department. Bottom-up or Top-down, no matter which way they calculate the numbers, it seems you struggle to achieve the goal. What can you do to make sales goals less stressful and more obtainable? In this episode of the One Goal - Revenue Generation ® series, Peter Kusterer of NvestNtech offers insight into the need to break down sales goals into more manageable objectives. Download this episode - “Make sales goals less stressful and more obtainable.”

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: Managing a multi location purchase process

Many companies have more than one location that uses your goods or services. Often the location assigned to you is required to submit their request for purchase to a division or headquarters location that is out of your area, or sales assignment. How can you best manage the opportunity from outside your sales responsibility? In this episode of the One Goal - Revenue Generation ® series, Peter Kusterer of NvestNtech brings forward the need to understand the customer’s purchasing process and how your order will be approved for purchase. Download this episode - “Managing a multi location purchase process.”

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: 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.