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Category: Sales, Sales Management

Jack and Jim talk about how to make the sale in the marketplace by knowing what's going on when you get there, when you are in the middle of it, and when you leave. They discuss how to have the maximum opportunity to be successful.
Brad Huisken
Jim and Brad talk about how to train salespeople to put their best foot forward. Brad talks about how important it is for salespeople to develop a relationship with customers.
Don Cooper
Jim and Don discuss how benefits don't always sell products. They discuss what questions to ask in what way to find out what the customer wants.
Skip Miller
Jim and Skip talk about how salespeople make sales. They discuss how it is important for salespeople to have control of a sale and how they either gain control or lose it. They go on to talk about Skip's new book, Proactive Selling.
Rob Jolles
Robert joins Jim to talk about how important it is to make sure your customers happy.
Brad Huisken
Steve and Jim talk about how small businesses can find opportunity instead of problems when the Big Boxes come to town. Big Boxes have a lot of stuff, but they don't have everything. They don't even have the really good stuff that is easy for small business, like customization, technical help, convenience, (your idea here). The guys wrap up by talking about the untapped resource, referrals.
Jack returns to the show to talk about one of Jim's favorite subjects, selling. Jim makes the statement that every member of every company is part of the sales team, from the CEO to the courier. Jim and Jack emphasize the importance of employee training as an investment in them and in the company. They move on to talk about some fundamental rules of selling, such as how to ask get the information you need from your customers and prospects.
Paul Goldner
Paul and Jim talk about the fundamentals of successful prospecting, including the importance of having the spirit necessary for prospecting, and understanding the prospecting process and prospecting tools.
Paul Goldner
Paul talks with Jim about the anatomy of cold calling, including how to conduct cold calls. They also discuss how to grow your business through cold calling as a strategy, and not as a result of poor planning, poor training, and/or desperation.
Jim and Jack discuss various tips, tools, and fundamentals of effective salesmanship.

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