Making A Difference Podcast

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

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

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!

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

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?

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.