Salespeople are optimistic by nature. They have to be, in a career where rejection is commonplace. However, it’s not always smart to go after every sales opportunity, especially when it’s a sale that utilizes a lot of resources. Brian Sullivan, interviewed by John Golden, discusses sales opportunity analysis for enterprise selling.

This podcast is also a recorded live event you are welcome to view here: Sales Opportunity Analysis

iTunes Podcast 

Topics for this podcast with Ian Altman is Same Side Selling

• The adversarial traps that pit buyer and seller against each other and how to get them on the same side
• The puzzle metaphor

The dreaded price conversation

• A selling process seems to go pretty smoothly until the topic of price comes up. Ian talks about how to set yourself up for success early on.

Sales personas

• Are you an order taker or a subject matter expert?

The decision-making process

• Ian talks about the research he conducted with over 10,000 CEOs and executives on how they make and approve decisions.
• There are a few ways they make decisions that aren’t very obvious to salespeople.

The same side pitch

• Instead of asking so many “what keeps you up at night” questions, talk about problems other clients of yours have had that your prospects might have too.

ESSENTIAL SALES TASKS WE SHOULD DO, BUT OFTEN DON’T

In this podcast, John Golden talks to Leigh Ashton about sales team motivation:

It happens to all of us. We know the things that we should be doing, but neglect to actually do them. The same is true for salespeople. Essential tasks that are important for overall sales generation often get pushed to the wayside. “Sometimes salespeople know how to do something, but they just don’t do it!,” said Leigh Ashton, who is interviewed by John Golden.

This podcast comes from a live interview which you can view here;  Essential Sales Tasks

Links to SalesPOP Podcast stations:

Sales Team Motivation

Visite us on Apple Podcast You can also find SalesPOP! on all major podcast stations.

John Golden talks to Spencer Marona about value quotient ” Axiogenics, linking thinking to performance. Spencer explains the difference between VQ “value judgment intelligence quotient” versus IQ “intelligence quotient” versus EQ “emotional intelligence”. How important that really is for leaders. Emotional intelligence in regards to being able to handle yourself when employees’ conflicts arise, being able to really keep a level head, reading people’s moods, emotions and body language.