Latest Makemoneyinsales Podcast Episodes
"Selling to the C-Suite" with Steve Bistritz
SalesRepRadio - May 28, 2018 18:31 - 12 minutes ★★★★★ - 2 ratingsWe know that in many cases, it’s the C-level member of an organization who signs off on exactly the type of product or service you sell. So why not cut some corners and call directly on them? Because it’s impossible! Or is it? Dr. Steve Bistritz leads the field in the area of connecting with, a...
"Do You Really Know Your Customer?" with David Brock
SalesRepRadio - August 07, 2017 12:34 - 12 minutes ★★★★★ - 2 ratingsDo you ever get the feeling when you’re prospecting for new business you’re just spinning your wheels; seems like no matter how many calls you make or email you send, you come up empty at the end of the day? There is a way to bring more gravitas and success to your efforts, and it’s such a simpl...
"Stop Selling, Start Leading" with Deb Calvert
SalesRepRadio - July 23, 2017 14:17 - 10 minutes ★★★★★ - 2 ratingsThere are many keys to successful selling – we all know the list: features & benefits, competitive talking points, overcoming common objections and so on. But if you had some real insight into certain behaviors in a sales rep that buyers find are important, that would be a real advantage. Our gu...
"Unexpected Value" with James Muir
SalesRepRadio - July 09, 2017 16:45 - 10 minutes ★★★★★ - 2 ratingsIn today’s highly competitive sales environment, we’re all looking for a leg up. And our customers have come to expect more than a recitation of features & benefits. A lot more. Luckily, there’s a path. And joining us to help map it out is speaker, sales consultant and author of The Perfect Clo...
"The Killer Trait in Sales" with Tibor Shanto
SalesRepRadio - June 25, 2017 13:12 - 11 minutes ★★★★★ - 2 ratingsIf there was one magic bullet to success in sales, we’d all be fat and happy, right? Truth is, true success comes by way of a number of different skills, and we all spend a fair amount of time studying the subject. But there’s one trait in particular that everyone in sales would do well to maste...
"Ask Outrageously" with Linda Swindling
SalesRepRadio - June 12, 2017 13:25 - 7 minutes ★★★★★ - 2 ratingsDo you find yourself running into more & more brick walls out there and slowly but surely falling out of your comfort zone? Not a good place to be. But our special guest this week may have just the medicine you need to shake things up. Linda Swindling is a recovering attorney who now specializes...
"Beating the Summer Slump" with Jeff Goldberg
SalesRepRadio - May 29, 2017 15:31 - 10 minutes ★★★★★ - 2 ratingsFor many sales pro’s, the arrival of summer is a good news / bad news time of year. The good news: winter’s in the rear view and we get to hit the beach, the links and everything else that goes with summer. The bad news: the dreaded summer slump in sales. But is that really a thing? Busy sales ...
"What Makes Buyers Smile" with Barbara Giamanco
SalesRepRadio - May 14, 2017 12:17 - 12 minutes ★★★★★ - 2 ratingsPositive, meaningful customer interactions are more critical than ever in today’s competitive world of sales. Which means that with every single touch with your buyer, from the moment of first contact through each engagement, you’ve got to be on your toes. Speaker, author & consultant Barbara Gi...
"Weathering the Perfect Storm in Sales" with Jeb Blount
SalesRepRadio - April 30, 2017 15:46 - 11 minutes ★★★★★ - 2 ratingsWith all the technology and social media we have at our fingertips, it only makes sense that connecting with our customers & prospects and blowing out our numbers is a piece of cake, right? Think again. As it turns out, all that tech, in combination with some well-known knee jerk emotions can ...
"The Move to Management" with Kelly Riggs
SalesRepRadio - April 16, 2017 10:41 - 13 minutes ★★★★★ - 2 ratingsDuring the course of your sales career, chances are good you’ll be given the opportunity to move into sales management. And in many, if not most cases, that’s because you’re a great sales rep. But that might end up being exactly the wrong reason to move into management. Let’s get the story. Spea...
"The Evolving World of Sales" with Anthony Iannarino
SalesRepRadio - April 02, 2017 14:44 - 9 minutes ★★★★★ - 2 ratingsIf you’ve been paying any attention at all, you’ve probably noticed that the role of the sales rep has change, and that what once worked in sales is no longer good enough. Buyers want and expect more from us nowadays. International speaker, bestselling author and sales expert Anthony Iannorino ...
"The Objection Hack" with Jim Brown
SalesRepRadio - March 19, 2017 14:16 - 8 minutes ★★★★★ - 2 ratingsWhat’s that one, unpleasant component that most sales cycles have in common? Objections. We all get them, and by and large, we’re able to work with them. But is there anything we can do with the objection phase to make it work more in our favor? The answer is yes, and busy Sales Trainer and host...
"The Perfect Close" with James Muir
SalesRepRadio - March 05, 2017 14:40 - 11 minutes ★★★★★ - 2 ratingsLet’s face it, you need real talent & experience to make it through the sales cycle. And for a lot of sales reps, the most stressful part of the process is the close. After all, what was it all for if you don’t get ink? Good news – closing successfully can be one of the most comfortable, low pre...
"Hot To Cold Call" with Jeff Goldberg
SalesRepRadio - February 19, 2017 16:16 - 13 minutes ★★★★★ - 2 ratingsCold Calling – it’s unpleasant, ineffective, a waste of time & makes everyone crabby. Right? Not so fast - There’s a growing number of thought leaders who maintain that cold calling in fact DOES work and has a place in sales today. Speaker, partner and lead trainer for eCenter Training, Jeff Gol...
"Supercharge with Linguistics" with Steve W. Martin
SalesRepRadio - February 05, 2017 14:18 - 13 minutes ★★★★★ - 2 ratingsWhat sets you apart from your competition? What would you say is your key differentiator? The thing that gives you the competitive edge? Our guest says the real edge comes from something called neurolinguistics, and it could be your game changer. Steve Martin is a sales performance consultant, a...
"Battle Plan for Success" with Tim Wackel
SalesRepRadio - January 22, 2017 18:21 - 9 minutes ★★★★★ - 2 ratingsAt this time of year, there’s probably not a one of us who doesn’t at least give some thought to stepping things up in the next 12 months – not just in our sales performance, but really in all areas of our life. And then in many cases, where are we one year from now? You already know the answer....
"The Power of Predictable Prospecting" with Marylou Tyler
SalesRepRadio - January 08, 2017 17:13 - 11 minutes ★★★★★ - 2 ratingsDo you consider yourself to be a wing it, shoot-from-the-hip kind of sales rep who’s maybe a little too confident in your ability to just make things happen? Good for you! Hope you have a successful year. Or are you a thoughtful, process-oriented sales pro invests the time to plan and strategize...
"B2B Change Ahead" with Paul Watts
SalesRepRadio - December 26, 2016 17:12 - 10 minutes ★★★★★ - 2 ratingsWe are now told by people who research this type of thing that if we’re stuck in a rut of just pushing features & benefits, many of us are destined for a final paycheck and an escorted trip right to the exit in sales. But the good news is it doesn’t have to be that way – your future could be gre...
"The Key to Being Memorable" with Anne Miller
SalesRepRadio - December 08, 2016 20:31 - 10 minutes ★★★★★ - 2 ratingsSo you booked the appointment, you got the meeting. Now you need to not only give a great presentation, you need to make sure they don’t forget you a week after you went to all that trouble! In other words, you and your message have got to be unforgettable. Anne Miller, who is an all-star demo a...
"It's How You Say It" with Scott Moldenhauer
SalesRepRadio - November 26, 2016 15:12 - 12 minutes ★★★★★ - 2 ratingsWhen you really believe in your product or service, and moreover believe it can really help a prospective buyer, it shows, and that’s a good thing. But what you may not know is there’s a way to make your case even more compelling, and yes, that means jacking up your success ratio even more. Spea...
“Selling to the C-Suite” with Steve Bistritz
SalesRepRadio - November 13, 2016 17:40 - 10 minutes ★★★★★ - 2 ratingsBesides being on a lounge chair at the beach on a hot summer day drinking a refreshing Mai Tai, is there any better place to be than calling on a high-level decision maker who’s hanging on your every word? Probably not. That’s why we asked best-selling author, speaker and sales consultant, Steve...
“The BIG 3 in Sales” with Jerry Acuff
SalesRepRadio - October 30, 2016 18:12 - 12 minutes ★★★★★ - 2 ratingsThe first and most important step in most sales endeavors as we all know is that initial engagement – opening a meaningful dialogue, and then ultimately onto a successful conclusion. But it’s literally those first few seconds that are so important. Jerry Acuff is founder & CEO of the sales consu...
"No Follow-Up, No Sale" with Tim Wackel
SalesRepRadio - October 15, 2016 18:39 - 11 minutes ★★★★★ - 2 ratingsHindsight is 20-20…don’t you just love it? You look back at the business you just lost and realize if you had done just one thing you could have saved it. What’s that one thing? In many cases, it’s just following up. And equally as important, following up the right way. Busy speaker, sales consu...
"Social Media Sales Revolution" with Kevin Knebl
SalesRepRadio - October 03, 2016 14:01 - 12 minutes ★★★★★ - 2 ratingsNo secret here - Social media ain’t just for being social any more…it’s evolved into arguably the most potent weapon for sales success EVER. But navigating those social waters the right way, the most effective way, requires that you know what the experts know. International Speaker, author, trai...
"You Call That Selling?" with Tim Connor
SalesRepRadio - September 18, 2016 13:24 - 11 minutes ★★★★★ - 2 ratingsAs sales professionals, there are many pitfalls we need to watch out for – some of those old traps and crutches and out & out missteps that tend to foil our efforts to walk off with the business. Well, sales consultant, author & trainer Tim Connor has a book entitled “You Call That Selling?” tha...
"Flex Your Negotiation Muscles" with Jeanette Nyden
SalesRepRadio - September 04, 2016 16:28 - 12 minutes ★★★★★ - 2 ratingsWell, congratulations! You’ve finally not only found a way to engage a really big company as a prospective customer, you’ve actually progressed the sales cycle to the negotiation phase. Gulp. This could get hairy. You’ve heard the stories, maybe even been through a couple of incredibly stressful...
"Don't Be An Elevator Dud" with Robert Middleton
SalesRepRadio - August 21, 2016 16:06 - 9 minutes ★★★★★ - 2 ratingsSo let’s say you’re in a bar, at a bus stop or even the iconic elevator, and someone asks, “What do you do?” You’ve only got a few seconds to make this brief encounter a sales opportunity – you’ve got to make your response one that leaves them wanting your business card. Robert Middleton, market...
"The Power of Positive Persuasion" with Bob Burg
SalesRepRadio - August 07, 2016 19:48 - 11 minutes ★★★★★ - 2 ratingsHere's a question: Who do you suppose a buyer is more likely to do business with – someone they know, like and trust? Or someone they don’t know from a bucket of chicken? Pretty obvious answer, of course. The real question is how do we become that person the buyer knows, likes and trusts, and wi...
"Selling to BIG Companies" with Jill Konrath
SalesRepRadio - July 25, 2016 14:35 - 10 minutes ★★★★★ - 2 ratingsWe've all heard for the longest time that in order to be successful, you've got to think big - really big. But when it comes to getting in the door of those really big companies, believe it or not, you need to think small. So says best-selling author, speaker and sales consultant Jill Konrath, w...
"Level Five Selling" with John Hoskins
SalesRepRadio - July 10, 2016 15:43 - 11 minutes ★★★★★ - 2 ratingsEver walk out of a client meeting and shake your head thinking it was a total waste of time? Just didn’t click. Well, guess what…your client is thinking exactly the same thing. They can’t all be home runs, but you can take more control over the situation and increase your odds of success. Longti...
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