Many organizations are getting serious about improving the overall effectiveness of their sales teams. Host Nancy Sutherland interviews sales excellence expert Carlos Quintero on what Sales Excellence initiatives are and the initial steps you should follow to get an initiative started in your organization. Download Podcast | Subscribe via RSS Listen Now (9:28):
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):
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 […]
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. […]
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