Category Archives: Sales Effectiveness Podcast

The Power of Openings and Closings to ENGAGE your audience

Engage your audience by paying special attention to how you open and close a presentation.  Host Carlos Quintero and master presenter Marty Mercer outline tips on how to get your audience to sit up and notice you through effective openings and closings. Download Podcast | Subscribe via RSS Listen Now (15:01):

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Exploring and Discovery – the Key to Successful Selling

Questioning is the most essential skill of a sales professional. Master facilitator Bruce Hoelzen shares insights on the most important types of questions and how their effective use will shorten your sales cycles. Listen to how these high impact questions can make a difference in your or your salespeople’s success. Download Podcast | Subscribe via […]

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Sales Leadership – the No. 1 Predictor of Sales Success

Success in sales is dependent on many variables. Nevertheless, research has confirmed that the sales manager is the most important predictor of sales success. Authors Nancy Sutherland and Carlos Quintero discuss on how developing the skill and caliber of sales managers can have significant payoffs. Download Podcast | Subscribe via RSS Listen Now (13:30):

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Avoiding Common Traps in Negotiations

How to negotiate is one of the biggest challenges salespeople face. Host, Carlos Quintero, interviews negotiations expert, Bruce Hoelzen, who advises how to avoid the common traps that exist in negotiations and help you negotiate more successfully. Download Podcast | Subscribe via RSS Listen Now (17:27):

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Energizing Your Presentations

Host, Carlos Quintero, and master presentations coach, Marty Mercer, discuss how to make your presentations come alive. Marty shares the power of emotion and the many methods that can be used to add sizzle and energy to a presentation. Download Podcast | Subscribe via RSS Listen Now (15:27):

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