Sales Effectiveness Podcast

Bringing you leading insights on the subject of building excellence in sales organizations

Podcast 9 – Motivating a Sales Team

Everyone wants a motivated sales team. Yet motivation is an outcome of many variables. Host Carlos Quintero interviews successful sales leader Scott Harward who provides his experience on motivation and what is necessary to sustain […]

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Podcast 8 – Reducing the SILOS Between Marketing and Sales

Many people believe that the role of marketing is primarily to create demand, while the role of the sales force is to meet that demand and build loyal long-term relationships. The truth is that both […]

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Podcast 7 – Leveraging Your Best Client Relationships

Salespeople are often lone rangers and they take it upon themselves to find and develop business opportunities. Research has shown that the best salespeople are masters at leveraging the relationships they already have to gain […]

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Podcast 6 – Building a Sales Excellence Initiative

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 […]

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Podcast 5 – 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 […]

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Podcast 4 – 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 […]

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Podcast 3 – Sales Leadership – the No. 1 Predictor of Sales Success

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 […]

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Podcast 2 – Avoiding Common Traps in Negotiations

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 […]

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Podcast 1 – 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 […]

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