When you look at successful sales organizations you'll see they all have one thing in common: strong sales management. As Ken Thoreson, author of the Sales Management Guru book series, explains, strong sales management ensures that the right staff is hired, that staff receive the right training, and that there's a strong culture that everyone believes in. Listen as Thoreson explains how sales managers can develop and maintain strong organizations.

Direct download: Thoreson_Successful_Sales_Organizations.mp3
Category:podcasts -- posted at: 7:00am EST

Referrals are the preferred strategy for getting new business, and yet many service professionals struggle to get them—and to get new business from them. What are they doing wrong? For many it starts with simply not asking for referrals or for not asking correctly. Listen as Colleen Francis, President of Engage Selling, explains the mistakes people make, what a referral system should consist of, and the success one firm has seen from using a referral system.

Direct download: Francis_Getting_Referrals.mp3
Category:podcasts -- posted at: 7:00am EST

The economy is beginning to turn around, but that does not mean consulting firms can go back to what they used to do to get new clients. Referrals and waiting for the phone to ring will not cut it, says RAIN Group President John Doerr. Consultants must follow the new rules of selling services, which includes embracing selling and going after their ideal clients. If they don't, success will be difficult if possible at all.

Direct download: Embrace_Selling_Doerr.mp3
Category:podcasts -- posted at: 7:00am EST

Leonard A. Schlesinger, President of Babson College and co-author of Action Trumps Everything, talks about how professional services firms should use entrepreneurial thinking, such as "creation," to solve problems.

Direct download: Schlesinger_Entrepreneurial_Actions.mp3
Category:podcasts -- posted at: 7:00am EST



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