Most people start their sales presentations by thanking their audience for the time and talking about themselves. If that's your approach, stop. If you want to capture their attention, start by saying something nice about the audience—something they are proud about as a business.

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

Selling isn't easy, but it is simple. It calls for following these three steps—making every touch count, being absolutely responsive, and clarifying your offer. Those actions are at the very heart of selling, says Andy Paul, author of Amp Up Your Sales. Master those, and the rest will come easily.

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

Companies have access to an incredible amount of customer and prospect data. With proper tools and analysis they can uncover buyer trends that can help generate high-quality leads and convert more leads into customers, says Russell Glass, co-author of The Big Data-Driven Business.

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

For many businesses, the danger is that customers make buying decisions based solely on price and they end up in commodity hell. To prevent that from happening, you need to create products that are experiential and cause people to have an emotional reaction to them. You need the secret sauce: empathy, says Jon Kolko, author of Well Designed.

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

Whether you are a sales leader or customer service manager, all business leaders face four common challenges: innovation, talent management, communication, and globalization. Listen as Alan Cutler, author of Leadership Psychology, explains those challenges, discusses challenges unique for sales managers, and offers advice for motivating employees.

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

When you know how to use LinkedIn, it becomes a powerful sales and lead generation tool. Listen as social selling Kevin Knebl explains how to use the social media network to prospect for new customers, as well as attract buyers to you.

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

When you are a widely known expert on a topic, your and your firm's opportunities increase. What was once a passion of yours becomes highly sought-after expertise that people are willing to pay high fees for. To get to that level, though, you have to increase your visibility. Listen as Lee Frederiksen, co-author of The Visible Expert, explains the qualities of visible experts and the process to become a visible expert.

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

Government contracts: it's great work if you can get it, many contracting firms say. It's the getting it that can be challenging, for often agencies stick with their preferred vendors. Listen as David Frazier, author of A Survival Guide for Government Contractors, discusses how to get initial government contracts and the pros and cons of doing contract work for the government.

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

Recording of Scott Armstrong's Oct. 9, 2014, RainToday webinar.

Direct download: 100914_Armstrong_webinar_audio.mp3
Category:general -- posted at: 4:19pm EST

Thanks to the Internet, buyers are more informed than ever when they go to make a purchase. It's tempting, therefore, for salespeople to go for the quick sale when customers call. After all, they've already done the research and they're ready to buy. There are repercussions to going after the quick sale, though. Listen as Mark Hunter, co-author of Advisor Selling, explains what they are and why B2B salespeople should consider following an advisory selling approach.

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

Making sure sales teams receive qualified leads can be a challenge. The problem can be alleviated if marketing teams take these three steps in their online marketing campaigns: focus on measurable objectives, focus on the customer, and monetize engagement with prospects. Listen as Scott Armstrong discusses each of those, as well as explains what to include in an online marketing program.

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

Salespeople are often taught to offer buyers rational-sounding reasons for them to buy something. The reality is decisions are made on an emotional and unconscious level. And sellers can use language patterns to affect buyers' decisions. Listen as Peter McLaughlin, author of Becoming the Customer, discusses how to use language patterns alongside sales techniques to persuade customers.

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

Lack of confidence can be a huge detriment when negotiating deals with buyers. But even if you have all of the confidence in the world, you might still make a mistake that negatively affects the outcome. Listen as Mike Schultz discusses the two most common mistake sellers make during negotiations, as well as offers advice to improve your ability to negotiate deals.

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

People often mistakenly think that by providing a lot of information, buyers will make a decision based on that information. The truth is you could have really impactful information, but if you don't direct people to take action, that information has no influence. Listen as Juliet Huck, author of The Equation of Persuasion, discusses the difference between informing and persuading and explains how to be more persuasive in your presentations and conversations with buyers.  

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

For a business to grow, it must have a strategy and that strategy must be aligned with sales. The problem is often companies don't have a strategy, or if they do, there's a gap between that strategy and what their sales teams are doing. Listen as Frank Cespedes, author of Aligning Strategy and Sales, discusses what make a good strategy, how to reduce the gap between strategy and sales, and how to improve financial performance.

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

You can't assume because you do good work that clients are going to find you and hire you. You need a marketing system that will work for you seven days a week, consistently generating new leads and nurturing those leads. Listen as Mark Satterfield, author of The One Week Marketing Plan, discusses how to create a system in just five days that does that, as well as builds trust and credibility.

Direct download: 5_Day_Marketing_Plan_Satterfield.mp3
Category:podcasts -- posted at: 7:00am EST

People incorrectly assume content, thanks to the prevalent use of the term "content marketing," is the marketing department's sole responsibility. What they don't realize is salespeople can use content at every stage of the sales cycle to help buyers through the sales journey and ultimately buy. If salespeople share content that adds value and helps prospects do their jobs better, they'll speed up sales process and increase conversions.

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

Many firms experience boom/bust sales cycle. They go through periods of high sales followed by no sales. But those cycles don't have to exist. They are completely self-inflicted, and companies can easily get themselves out of them, says Colleen Francis, author of Nonstop Sales Boom. Listen as Francis explains what companies can do to break those cycles and ensure consistent sales.

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

You know the benefits companies achieve from doing content marketing—viral videos, jumps in website traffic, increased number of leads. None of those can be achieved, however, if you don’t follow a few basic rules of content marketing. Listen as Joe Pulizzi, founder of the Content Marketing Institute, explains what those are, as well as discusses content marketing trends you should be aware of.

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

If you're involved in sales, getting a meeting with a prospect is one of the hardest things to do. And if it involves cold calling, people hate it so much they will do what they can to get out of having to do it. Fortunately, there are ways to turn cold calls into warm calls and improve your chances of getting a meeting. Listen as Tim Hurson, co-author of Never Be Closing, explains what you can do.

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

Traditional marketing and sales approaches that focus on pushing out a campaign or pushing a particular service no longer work. Instead you need a more direct approach in which you educate prospects, have interesting conversations with them, and solve problems. Robert Rosenthal, author of Optimarketing: Marketing Optimization to Electrify Your Business, explains why the indirect approach is better and why firms can't be afraid to try imaginative marketing ideas.

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

Recording of Helen Overland's July 17, 2014, webinar.

Direct download: 0771714_Overland_Webinar_audio.mp3
Category:general -- posted at: 9:05am EST

Most businesses don't to online lead generation well. Their websites have bounce rates higher than 80%. And sometimes they have response rates lower than 5%. They fail to convert visitors into buyers because the websites don't fulfill their need—they don't help solve the problem that sent them to the search engine in the first place. Listen as Helen Overland discusses what successful lead generation websites do that convert visitors into customers.

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

You can take classes about business and read about how to succeed in business, but it isn't until you hear from business owners about their experiences that you get the whole picture. Their stories bring to life challenges they're dealing with and provide ideas for how similar businesses can address those same issues. In this podcast, Michael Mazzeo, co-author of Roadside MBA, talks about the 100-plus small businesses he and his co-authors met with as research for the book and shares the stories of B2B service firms dealing with the perennial challenge of getting new clients.

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

The entire sales process is a series of discomforts, such as prospecting, follow-up, and negotiation. Successful salespeople and professionals involved in business development know how to handle those discomforts, though. When they identify them, prepare for them, and work through them they have much greater success than those who refuse to break out of their comfort zone. Listen as Jeff Shore, author of Be Bold and Win the Sale, discusses how to break your comfort addictions and win more sales.

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

Recording of John Doerr's June 19, 2014, webinar

Direct download: 061914_Insight_Selling_Webinar_Doerr.mp3
Category:general -- posted at: 8:59am EST

When the average person hears a "no" from a buyer, their automatic response is to think they're not the buyer isn't interested and to end the conversation. The reality is a no is an opportunity to continue the discussion, uncover the buyer's concerns, and possibly turn the no into a yes. Listen as Tom Hopkins, author of When Buyers Say No, explains how to respond to buyer objections and keep the sale moving forward.

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

You know all of those conferences, trade shows, and industry events where you're supposed to network and meet potential new clients? You should probably skip those and instead create your own "un-networking" group where you connect clients and become an extension of your clients' business development team. Not only will you help your clients, but you will get more business in return, says Derek Coburn, author of Networking Is Not Working.

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

Creative Ideas to Help Even 'Boring' Firms Stand Out—An Interview with Jason SurfrApp

Many companies do not sound exciting on the surface. When you think of an accounting or insurance firm, for example, you probably picture something rather boring. Chances are, however, those firms are doing some unique and interesting things. It's those things—told through stories—that will help them stand out from others in their industry and draw buyers to them.

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

The advent of smartphones and tablets has led to a new type of sales force. New mobile technology gives sales reps fast and easy access to marketing and sales materials, while also enabling them to answer prospects' questions and fulfill requests faster. The end result is more deals are closed faster.

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

The fortune is in the follow-up, but sometimes it might feel like the follow-up is a waste of time—especially if your prospect goes silent. Don't be put off by that silence, says Nancy Fox. Chances are they're busy or aren't ready to move forward. So, until the person says "stop contacting me," continue to reach out to them.

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

For the most part, professionals still enter a field expecting to do just client work only to eventually discover they also have to bring in new business. College did not prepare them for how to do it, and the idea of selling scares them. With some guidance and practice, however, they can become successful business developers.

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

You might think that because buyers have access to so much information about services and providers that they don't want or need sellers to provide insight and ideas. And you would be mistaken. According to research included in Insight Selling, providing insight is the number one thing sales winners do that separates them from second-place finishers. Listen as John Doerr, co-author of the book, explains how providing insight and collaborating with buyers helps you sell more.

Direct download: Insight_Selling_Doerr2.mp3
Category:podcasts -- posted at: 7:00am EST

We all get so many emails that if the subject line doesn't capture our attention, it's gone. Or if the subject line does interest us but the message fails, it is deleted almost as quickly. There are things you can do to your emails, however, to prevent your prospecting emails from being instantly deleted. Listen as Kendra Lee explains what you should do—and not do—to get prospects to pay attention to your emails.

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