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You might find that prospects are not going to change their position unless they have a sense of urgency. The incumbency position is very strong, and may even consist of continuing to do nothing. Sometimes we’re not trying to take the business away from a competitor–we’re just trying to get someone to start a new ...

In this podcast host John Golden interviews Andrew an International Lecturer and Consultant specializing in Sales Management and Sales Process Optimization. He helps companies define, measure, analyze, improve, and control their sales processes. Helps clients segment their entire sales process into four phases and apply techniques from Lean, Six-Sigma, Theory of Constraints and TRIZ. He ...

Getting sales training to stick and become the daily work practice of the salespeople can be difficult. Many pieces of training are based on theoretical situations, or encourage exploration of ideologies, but do not get down to: How do you actually do it? What is the piece that the salesperson takes away that actually makes ...

The economic outlook is an important thing to consider, especially at the end of a year. As we enter the New Year, economist Dr. Thomas Potiowsky reviews what’s ahead. This is important for salespeople so that they can orient themselves and prepare for their upcoming year. It’s helpful to know what is going on in ...

You need to know about Mindful Power. As a salesperson, do you ever get stressed? Maybe a little bit nervous, or afraid? The sales world is one of high pressure, where stressful situations present themselves almost constantly. If you let this stress take over, you won’t get the results that you want, almost creating a ...

There are many who argue that online sales training isn’t worth the time or effort. However renowned sales thought leader, author and veteran sales trainer Dr. Richard Ruff begs to differ and has become one of online sales training’s leading proponents. Host John Golden sits down with Richard to discuss the advantage of utilizing online ...

SalesPOP! host John Golden interviewed Catherine Molloy who is an Australian Keynote Speaker & Communication Expert, working globally and specializing in Sales, Service, and Leadership. With 25 years of experience in business, training, and facilitation, Catherine believes in creating effective engaging learning environments through powerful communication techniques. John and Catherine podcast goes over the following: ...

Richard Forrest talks ethics in sales in our Sales Experts interview, hosted by John Golden. Ethics in sales has been a big discussion in the business world. Many people don’t think of salespeople as honest and ethical. The general public often typecasts them as slippery people to be wary of. Moral salespeople are more common ...