Making A Difference Podcast

Sales Operations, Pulling Things Together–An Interview With Tony Walker Of Enterasys

brockda — Wed, 17 Apr 2013 13:33:48 +0000

Join me in this discussion of the role of Sales Operations in pulling everything together to help sales people be more productive. Tony Walker is Vice President of Global Sales Operations for Enterasys. He discusses the role of sales operations in making it easier for sales people to focus on selling

Creating Social Business Success

brockda — Tue, 12 Mar 2013 00:40:55 +0000

Every week, I would venture there are over 100 blog posts or articles talking about Social Business. Too often, the focus seems to be about how business should leverage technology to more effectively reach customers. But, Vala Afshar, CMO and CCO for Enterasys, would point out, Social is a mind set. I hope you enjoy this podcast as much as I enjoyed the discussion Vala and I had. It’s a little long–about 40 minutes, but you will find it well worth your time. If you want to hear a passionate endorsement of the power of Social Business and it’s impact on the results we produce with our customers, look no further than Vala. Enjoy the podcast! After you have listened to the podcast, I know you will want more. Make sure order the book Vala and Brad Martin co-authored: The Pursuit Of Social Business Excellence.

If You Don’t Value Your Time, You Will Never Value The Customer’s

brockda — Tue, 29 Jan 2013 14:25:09 +0000

Time is one of the few things we has sales people control. Yet too few sales people don’t use their time well. If we don’t do this well–for ourselves, how will we ever make good use of the customer’s time? In this podcast we will talk about several areas that impact our ability to leverage our time to maximum impact: 1. Being purposeful 2. Knowing our priorities 3. Avoiding avoidance 4. Diversions and excuses 5. Presenteeism 6. Planning and thinking time 7. Valuing our time The podcast is not about techniques but focuses on a foundation for the highest effectiveness in leveraging your time. Enjoy!

Are You Playing Your Own Game Or Are You Playing Someone Else’s?

brockda — Sat, 26 Jan 2013 02:11:05 +0000

To succeed in virtually every endeavor, you have to have a game plan. I encounter too many sales professionals who don’t have a game plan or are letting the game be defined and controlled by someone else–usually the competitor. There are six things that throw us off our game. We’ll discuss these in this podcast: We have no game or plan in the first place We’re playing in the wrong event We’re in the right event, but don’t have a game plan We’re playing the competitor’s game We get pissed off, react, and lose focus We think the customer is the opponent Maximize your ability to win. Develop and execute your game plan. Help your customers win in executing their game plan!

Stop Wasting Time In Useless Sales Review Meetings

brockda — Fri, 11 Jan 2013 15:08:27 +0000

Whether we are sales people or managers, we spend a lot of time in Sales Review Meetings. Too much of that time is wasted because we have a disorganized approach to these reviews. This podcast focuses on improving our effectiveness in conducting high impact reviews. We cover: The different types of Sales Review Meetings: Opportunity/Deal, Funnel/Pipeline, Sales Call, Territory, and Account Reviews. Separate these meetings, don’t co-mingle agendas. Each has a different objective, stick to that objective. Whats’s the right cadence? The frequency of these reviews depends on your business and your customers. However, too often, we waste time by conducting meetings too frequently. Set the right cadence for the meetings.

It’s Your Right To 100% Share Of Customer And Territory!

brockda — Sun, 30 Dec 2012 02:59:34 +0000

When I first started my career in sales, I learned that “It is my God-given right to 100% share of customer and 100% share of territory.” Clearly, it’s unachievable, but it created a mindset that has stayed with me through my career.

Learn how a small shift in your mental attitude can have a profound impact on your effectiveness as a sales professional.

The Yin And Yang Of Buying And Selling

brockda — Sun, 30 Dec 2012 02:32:48 +0000

Buyers and Sellers engage each other every day. Yet we seldom take the time to understand what drives them or how we might work with them most effectively.

This podcast, originally sponsored by DocuSign, is a conversation between Dave Brock (representing the Sales community), and Chris Locke (an experienced Procurement professional). Chris and Dave explore how buyers and sellers might work more effectively together.

It’s an exciting and provocative discussion! Enjoy!

Does Your Sales Process Achieve These 4 Outcomes?

brockda — Sat, 29 Dec 2012 23:30:11 +0000

The sales process is the cornerstone to high productivity and maximum effectiveness. Yet, too many organizations have no sales process, one that is hopelessly outdated, or one that is not used. Establishing the sales process is not difficult, but takes focus and a little research. In this podcast, we look at the 4 key outcomes your sales process must achieve.

Some Common Misunderstandings About Value Propositions

brockda — Sat, 29 Dec 2012 22:27:32 +0000

Value propositions are critical to our success with customers. We talk about value propositions all the time, but most are neither unique or differentiated. Too often, they are “hyped up” lists of features and functions that are meaningless to the customer. In this podcast we talk about common misunderstandings about Value Propositions.