The Sales Professional Network ("TSPN"): Recent Episodes
The Sales Professional Network
A show for the sales professional that showcases provocative and interesting issues facing the sales profession/sales professional today. Sharing "best practices" and helpful tips for ALL salespeople regardless of industry.
Most of my entire career I’ve had a “BRAND PRODUCT” to sell or market, that tangible item you can see, touch, smell and even eat. I guess in some way I took that for granted and never considered myself playing integral part in that entire process, I could always hide behind the brand which sometimes hid my flaws. This is NOT necessarily saying a “BRAND” sells itself without some elbow grease behind in but if you were responsible for selling “” back when it was taking off….you were probably “Taking Orders” versus trying to get them. There’s no question selling/marketing a “BRAND” has its challenges even if it’s a top selling “BRAND” but the constant is that it’s a “tangible asset”.
What if the “tangible asset” is YOU?
During this show we'll examine a subject that many find themselves challenged with....."Personal Branding" ! We're happy to have a significant thought leader on the subject: Richard Johnson Founder/CEO of 21st Century Marketing Systems, Inc New Amazon Best Selling Author.
Please join us on what should be a spectacular show!!
Sales Rep Kryptonite? CLOSING!
It’s true there are salespeople out there who actually “Sell” products/services for a living…..that HATE to CLOSE customers. Literally I’ve been on ride-alongs with sales reps making calls on customers where I see them physically shake with nervousness when it came time to ask the customer to buy. I’ve never met a salesperson who doesn’t like to talk including myself so to witness this irony where you have someone present their product with such confidence actually wilt when it comes time to ask a customer for the sell is quite baffling.
During this show we'll have the #1 Best-Seller Author of ":60 seconds to YES" Don Spini help us to decipher the "WHY", and "HOW" to break this apprehension sales reps have with "Closing". During this time of year as many companies are close to closing their year-end sales forecasting book, sales reps are scrambling to make sure they execute on their year-end sales quota......"Closing" is CRITICAL.
I hope you join me for what I think will be a highly charged and inspirational show!
Kelly helps people take the "T" out of can't and overcome adversity."
We are both honored and humbled to have Kelly Falardeau on "The Sales Professional Network" who will tell her story of adversity and the will TO WIN!
Kelly Falardeau is a burn survivor. Since the age of two she has struggled with her self-worth and confidence after receiving burns to 75% of her body. Kelly found a way to go from near-death to success; from the ugly scar-faced girl to the Top 10 Most Powerful and Influential Speaker, Fierce Woman of the Year, Best-Selling Author (3 times), recipient of the Queen Elizabeth II Diamond Jubilee Medal and most recently a YWCA Woman of Distinction 2013.
You have to ask yourself how? How did a burn survivor who constantly struggled with rejection, staring and teasing burst through all the negativity in her life to succeed? You have to hear her speak or read her books to learn the stories of how she did it.
Please join me for a night of "INSPIRATION"....and "PERSERVERENCE"! Ms Kelly Falardeau!
Note: A Pre-Recorded Broadcast (Enjoy the Show!)
A part from being the host of "The Sales Professional Network" I've always been fascinated with people who are ridiculously focused, smart and above all 'RISK TAKERS"!
My guest for tonight's show is the none other Nadine Lajoie "America’s High Speed Success Trainer, Award-Winning Entrepreneur and “Champion Motorcycle Racer"! Nadine is going to educate us ALL on what it takes to be "RELENTLESS" in reaching your goals whether it's in sales.....or life.
Please join me for what I think is going to be a fantastic show!
"The Sales Professional Network"!
"The Sales Professional Network" is proud to sponsor and support the "Big Brothers/Big Sisters" "Summer Solstice". On this program we'll have Sue Gelb Director of Events introduce the "Summer Solstice" program and speak to the wide variety of events the Bucks County, PA chapter delivers throughout the Bucks County, PA area.
As an ambassador for the Bucks County, PA chapter I'm excited and honored to have Sue on our show to once again share why the "Big Brothers/Big Sisters" association is the #1 support enterprise for todays youth.
Please join us for an educational and fun show!
A part from being the host of "The Sales Professional Network" I've always been fascinated with people who are ridiculously focused, smart and above all 'RISK TAKERS"!
My guest for tonight's show is the none other Nadine Lajoie "America’s High Speed Success Trainer, Award-Winning Entrepreneur and “Champion Motorcycle Racer"! Nadine is going to educate us ALL on what it takes to be "RELENTLESS" in reaching your goals whether it's in sales.....or life.
Please join me for what I think is going to be a fantastic show!
"The Sales Professional Network"!
NOTE: PRE-RECORED SHOW (ENJOY!!
We all have in our careers unless you've been an entrepreneur your entire life dealt with "Bosses" who were just downright impossible to work with....perhaps you've been that difficult boss yourself. There is a perception out there that dealing with someone in the work environment that's difficult is nearly impossible to overcome and reconcile. During this show we'll discuss "POSITIVE" ways in which to co-habitat with the difficult ”Boss" and talk about ways you can improve YOUR attribute as the difficult "Boss".
Almost everyone experiences the difficult "Boss" in this case the "Sales Boss"...how do you deal with such a person and still be successful in job? We'll talk about it on "The Sales Professional Network"!
Dealing with a difficult "Sales Boss"...what do I do?
PRE-RECORDED SHOW
Thank you so much for returning for my thoughts on last night's show "Competing For That Sales Job and....WINNING"! I have my many failures in securing jobs in my career and admit I do NOT have the magic pill of determining what's going to get you that elusive position 100%, but, what I can in part to you is how to place yourself in the MOST competitive position to get that dream sales job. Please join me for the details!
Getting that DREAM sales job....I think I can help you!
Every Tuesday at 7pm (EST) "The Sales Professional Network"....don't miss an episode!
A pre-recorded program we aired last year that received a great deal of attention, we're reairing it tonight....IT WAS A GREAT SHOW! ENJOY!
I started my long career in the sales business coming from the Pharmaceutical sales space and back then you were very fortunate to land such an opportunity.....because it was security. These days we've seen major cuts, downsizing and just plain ole "Insecurity" when it comes to the Pharma business.
I have my favorite partners back on the show to talk about the recent changes in the pharma business and examine if it's an industry on the massive decline. Sid & Gary are two of the most successful and well accomplished sales professionals from the pharma industry so you can expect knowledge and candor from these two gentlemen.
Join me on what should be a great show!!
It’s true there are salespeople out there who actually “Sell” products/services for a living…..that HATE to CLOSE customers. Literally I’ve been on ride-alongs with sales reps making calls on customers where I see them physically shake with nervousness when it came time to ask the customer to buy. I’ve never met a salesperson who doesn’t like to talk including myself so to witness this irony where you have someone present their product with such confidence actually wilt when it comes time to ask a customer for the sell is quite baffling.
Join me while I examine this phenomenon in more detail....why some salespeople hate to close!
Thanks for listening to "The Sales Professional Network"!
It's been awhile and for that I apologize, life has been busy which is a good thing. I'm going to start providing 30 minute spots on my thoughts on the sales industry and sprinkled in we'll have known guests on the show moving forward...so you can say we're re-vitalizing the show's platform.
During this show I'll give a "Live" account on my thoughts on "Leading The Bad Characters". If you've ever been in a leadership role chances are you've had to lead people with questionable character...and they could have been your TOP performers (HOW DO YOU HANDLE THIS?). During this show I'll explain my experience with this and how I handled it.
Please join us as we RE-VITALIZE "The Sales Professional Network"!
Okay, if you've said to yourself "I love the idea of being a MENTOR, I just don't have the time.....then you really DON'T love the idea!
I'm not intending to be harsh but direct, one of the excuses I hear from those who are interested in being a mentor to a child is that they don't have time and during this show we're going to prove that the time spent is miniscule versus the "VALUE" it brings to a child.
Being a "Mentor"....is the best "Leadership" responsibility you can hold!
Being a "Mentor" doesn't mean you have to be the best teacher...it really doesn't mean you have to be the best "Mentor". You just have to "BE". Having an impact on our precious jewel "the children" is about increasing the happiness, competency and growth in our children a concept that is sorely needed with today's "Leader".
Be a "Mentor" it not only helps/support the child....but it helps/support yourself!!
I hope you'll be able to join us Feb 18th 7:30pm as we learn the great things "Big Brothers/Big Sisters does in serving the community, and how you can play a role in helping a child grow!
One of the biggest complaints I hear on the daily by sales professionals is that their company treats them often times like....."ROBOTS". We've all in the sales profession one time or another have gone through a corporate "Sales Training" class where the foundation of the training is quite frankly "Vanilla". On the corporate side I understand this because of the regulatory enviornment we're in, however, there's not a sense of innovation or creativity when comes to implementing processes/initiatives that encourage sales people to use their GOD given abilities....hence the molding of "Robots".
I'm extremely happy to have join us to talk about this issue Deb Calvert, President of "People First Productivity Solutions" and Author of "Discover Questions-Get You Connected to help us identify solutions to this dilema.
Please join us to what I think will be a GREAT show!!!
I recently wrote a blog post on the very subject of "Will your salespeople run through a brick wall for you" and I was pleasantly surprised at the feedback I received. Everyone appears to have their opinion on the subject and of course it persuaded me to have a show on the subject. As I mentioned in the post, I don’t care what business you’re in your ability to “Inspire” and get the most out of your direct reports remains to be an obscure trait. Having been in the sales business for many years as an individual sales contributor and sales leader I’ve yet to put my finger on that magic trait that some people have in getting others to follow.
We are very pleased to have a thought leader on the subject of "Sales Leadership" Mr. Jeff Krantz, PRESIDENT @ KrantzTraining.com ? AUTHOR ? AWARD-WINNING SALES TRAINER ? EXECUTIVE COACH ? KEYNOTE SPEAKER
Please join us Tuesday Jan 21st 7:30pm (EST) for what I think will be a GREAT show!
A show that was aired last year and is still relevant today "Securing That Great Sales Job"....and WINNING!. I provide some points on how to secure that sales job interview and succeeding in the new position. It's extremely competitive these days in securing a job period....securing a sales position is even tougher because of the responsibility.
I hope you enjoy the show and take away ideas you can apply in your next sales job interview.
Thanks and again this show is a pre-recorded show and is not live.
Thank you! "The Sales Professional Network"!
Hello Sales Professionals!!! Yes, it's been a little bit of a hiatus but I'm back to give you my take on a recent blog post I wrote which caused a little bit of a "TIF" in the sales professional community.....so I've decided to explain myself. I've believed for a long time that salespeople spend way to much time pushing their product first before solidifying a different approach to the saying "Customer Value". I'm going to pontificate for at least 30 minutes on why you should establish "Customer Value" first before selling your product.....I hope you can join me to hear me out.
We're back Oct 29th 7:30pm (EST) to provide you the latest thinking in the sales profession on
I'm proud to say I'm no slouch, I typically get to work before anyone else (heck I'm the one who turns on the lights in the office) and I'm one of the last to leave the office......yet I'm not sure that's increasing my success ratio. Yes, I do work hard but I'm not sure that's getting me any closer to substantial success. It really stands to reason if all the "activity" one does to obtain success in life is really worth it? Does working hard or being the "early bird" to the office really help you obtain that brass ring? On Oct 1st 7pm (EST) we'll examine why "Hard Work" doesn't equate to future success on the contrary....it may be a waste of your valuable time. Lynn Bardowski one of the most successful female entreprenuers on the circuit today will tell you why "Hard Work" will not provide "Hard Cash" or "Success". Join us for what should be an eye opening and inspirational show! "The Sales Professional Network"
Weeeee're baaaack!! Join us for one of the most provocative shows we've had in a while. If you've been in the sales business for some time you'll agree that sometimes your personal life can mimic your career life in sales....the ups and downs you experience in the sales business often times cannot be separated from real life. I'm so excited to have an expert and successful entreprenuer to share her experiences with this subject and provide advice for those of us who sometimes can't tell the difference between our life as sales people.....and just life. Please join us as we welcome Elinor Stutz to "The Sales Professional Network"!!!
We're back in the studio "LIVE" for this captivating show where we're going to pursue the million dollar question....Can YOU compete against the world and what VALUE do YOU bring? We're no longer individually or as Americans competing among ourselves we're competing against the globe where there's talent in abundance and this show will examine ways you can succeed in a global society that appears to evolve each and every day. The Sales Professional Network is honored to have the esteemed Dr. Fred Maidment, Professor in the Department of Management of the Ancell School of Business at Western Connecticut State University to help us chop up this important subject. Please join us as we're back "LIVE" for what should be a transcending show!
This was one of my favorite shows we aired last year and we were fortunate to have a GREAT guest on to help explain ways of dealing with a difficult boss....AND how not too be a difficult boss but an EFFECTIVE sales boss. I hope you have a moment to listen to one of "The Sales Professional Network's" most successful show....I'm sure you'll come away with some teachable diamonds you can cash in to ensure you are the most successful sales professional and leader. Thanks for listening to the show!!
A show we did earlier in the year and it still applies at this moment....why the pharmaceutical sales industry is no longer a safe haven. I'm asked all the time about opportunities in the pharmaceutical sales business and my answer is the same.....it's NOT what it used to be. Please checkout this "Re-Play" show that asks two top Pharma Execs their opinion on where the pharma industry has gone and what the future has in store for this once extremely prosperous industry. Checkout the show....it was a GREAT ONE!
Here on the "Sales Professional Network" we're proud to have the company Quadra-Cure, Inc feature the introduction and launch of their corporation which specializes in animal healthcare. An innovative corporation that is going to make a SPLASH in the animal healthcare market space and we're pleased to have them present their groundbreaking new product developments and "Key Opinion Leader" Dr. Nicole Andrews, DVM; Owner/Practitioner Moreland Animal Hospital. Please join us as we help to launch the company "Quadra-Cure" and their new product developments that will have an impact on animal healthcare now and years to come!
Yep, I'm back for this "LIVE" show and we'll discuss a topic that has long been argued on what determines "Leadership". How is someone deamed a "Leader" and why may that be different from others opinion of what a "Leader" is. We'll have Walter Hoff (CEO Development First, LLC) back on to help us break down this topic. Walter who is an expert on the subject of leadership I'm sure will have some insight on this topic. Do you have an opinion on what true "Leadership" looks like? If so, please call in and help us break down the definition of "Leadership" as well. Thanks and we hope you'll join us on "The Sales Professional Network"!
A show we aired last year and is absolutely relevant this year......YES "Great Health & Stress" can effect your sales and has to be monitored. This was a GREAT show as we had a leading expert on to discuss and provide advice on ways to look after your health and stress even regardless if you're in the sales business or not. Please pipe into the show to learn how to keep yourself healthy both physically and mentally.......it was a tremendous show! Thank you for listening to "The Sales Professional Network"!!
A program I did last year in s my thoughts on ways one can secure that dream sales job. It was one of our best takes and advice on ways to win that new sales job EVERYTIME. With today's economy and lack of jobs anything you can do to separate yourself from the crowd is critical, and I provide some ways you can stand above the masses in securing that dream job. Enjoy the show and thanks for visiting the sales Professional Network!
A GREAT previous show!! A show we aired last year that was wildly popular, I had two of the best sales professionals in the business talk about why learning from your failures is more important than winning. A show you will not want to miss and a show that will help you succeed this year! Please listen to this show it will not only capture your attention...it will capture your mind!! Enjoy the show!
A pre-recorded show "Dealing with Office Politics & Turf Wars....how do I survive!! A great show for all those dealing with the crazy personalities of people you work with everyday!! Enjoy our show that was recorded last year! Thanks for visiting our channel "The Sales Professional Network!!
I started my long career in the sales business coming from the Pharmaceutical sales space and back then you were very fortunate to land such an opportunity.....because it was security. These days we've seen major cuts, downsizing and just plain ole "Insecurity" when it comes to the Pharma business. I have my favorite partners back on the show to talk about the recent changes in the pharma business and examine if it's an industry on the massive decline. Sid & Gary are two of the most successful and well accomplished sales professionals from the pharma industry so you can expect knowledge and candor from these two gentlemen. Join me on what should be a great show!!
I am so excited we've finally been able to secure sales leader "Extraordinaire" Cindy Goldsberry who's going to chat with us about her personal success in the sales business and how that can equate to your sales success. You'll learn that Cindy has a wealth of experience in the sales but moreover than that will not sugarcoat what it's going to take to be successful this year 2013 and perhaps beyond. If you're interested in hearing how the successful remain successful in the sales business then you will not want to miss this show. Join us for what I think will be a fantastic start to the 2013 year on "The Sales Professional Network"!
I've been on a bit of a hiatus since the end of last....but I'm back to share some of my thoughts on the sales profession and interview some of the top sales/marketing professionals in the world. Please join me for my first show of the year as I talk about what 2013 has in store for the sales professional! Welcome Back "The Sales Professional Network"!!!
We're airing the "Best Of" shows from the 2012 year on "The Sales Professional Network". This is a re-airing of one of the best shows this past year examining "Why Leaders FAIL at managing CRISIS"? Walter Hoff of Development First, LLC is one of the foremost leaders on Management Development shares his thoughts on the subject and I think you'll find many of his comments are spot on! Please join us on our "Best Of" series "Why Do Leaders FAIL....at managing "CRISIS"? Happy Holidays!! from "The Sales Professional Network"
This was a previous show that received great reviews! Enjoy! Our guest Carson Heady "BROUGHT IT" during this show by examining how you can finish the 2012 year strong and prosperous! You will NOT want to miss this show as Carson walks through tactical steps you can implement to ensure a successful completion to your 2012. In addition, you'll want to learn how to start your 2013 year off with a BANG....and not a whimper. Please enjoy the show!!
Wow!! I can't believe we're approaching the end of 2012 and there are many things I'm sure we ALL can learn from this past year. As you begin developing your sales business planning for 2013, have you considered what "Success" will look like in the coming year? Well, we'll be exploring that on the next "Sales Professional Network" show. We have esteem "Chief Sales Architect" Mike Krause on "The Sales Professional Network" to help us map out what success will look like for the sales professional in the coming year, and importantly leave you with tools you can use to develop a "Can't Miss" plan to have a GREAT 2013!
Tonight I share my thoughts on dealing with "Office Politics" & "Turf Wars". Yes, like most of you out there I've dealt with both scenarios and I think I've found a way to succeed through either "cultures" and of course lower your blood pressure dealing with both (haha). Thank you so much for joining me and gathering my thoughts on a subject that almost 100% of our "Corporate World" faces everyday.
If you've been in corporate America chances are you've had to deal with the sometimes hard ships of "Office Politics" and ridiculous "Turf Wars". Being someone whose savvy in either bucket could often mean a ticket to the C-Suite...however in many cases we've seen it be a ticket to unemployment. During this show we'll focus on both areas with highly esteemed expert and tops in her field when it comes to "Corporate Office Survival" Sylvia LaFair President of Creative Energy Options, Inc (Workplace Relationship & Leadership Development Expert). Please join us as to what I think will be a highly regarded and lively discussion!
SHOW REPLAY (This was a very popular download..ENJOY!) We all have in our careers unless you've been an entrepreneur your entire life dealt with "Bosses" who were just downright impossible to work with....perhaps you've been that difficult boss yourself. There is a perception out there that dealing with someone in the work environment that's difficult is nearly impossible to overcome and reconcile. I guess you could ask the question is having "High Expectations" of your salespeople/employees considered "Demanding"? My contention has always been its how you treat people regardless whether you're in a leadership position or not...the respect you provide often times is the respect you receive in return. So, the question is "Are You a Demanding Sales Boss....and does it work for you"?
A Replay Recording of a very popular show..Enjoy!! Sales Professionals...place "Healthy Diet" in your 2013 business plan! Uh oh....we're heading into the time of year where "FOOD" is the #1 priority (haha!!). The holidays bring fun, good cheer, and a whole lot of "Good Eating"....please be careful. I like many people enjoy eating however I'm the first to say that I'm a bit obsessed when it comes to WHAT I eat, and there lies the importance of establishing a "Business Plan" that incorporates a "Healthy Diet". Selling for a living takes a great deal of energy (e.g. traveling, long hours, demanding goals) and having a healthy diet and exercise regimen should be a priority of yours going into the 2013 year. Will you be placing "Healthy Diet"/"Exercise" in your 2013 business plan?
Tonight is just my thoughts on ways you can increase your sales closing percentage especially during this time of year. Most sales professionals do not keep a tally of how they can increase their closing ratio and during this show I'm going to provide reasons why/how you keep track of this important endeavor. Please join me for my thoughts!
Remember the infamous Alec Baldwin quote....."ABC"- Always Be Closing? I'm sure most sales professionals remember and can quote that quote verbatim (haha), however, have you really analyzed your "Closing" ratio? Have you sat down and microscopically determined your "Closing Percentage"? During this show not only are we going to tell you "HOW", we're going to help you understand ways to increase your "Closing Percentage". The 2012 sales year is coming to a close......are you going to "CLOSE" like a LION or like a sheep?
Tonight is my "AfterThoughts" from last night's show as I provide my thoughts on how you can finish the 2012 sales year strong...not a whimper! I as usual have a bit of a different twist from the norm...but nonetheless I truly feel in my heart that it'll help you blast into the new 2013 year. Checkout my "AfterThoughts" Oct 3rd 7pm(EST)! Thanks!!
Can you believe it…the year is almost at a close and it’s time to “CLOSE BIG”! You might have had a tough year but that doesn’t mean the game is over or the fat lady has sung…there’s still time to be a BIG winner in reaching your quota before year’s end. During this show we’ll examine the tactics you need to implement in order to finish the 2012 year strong. Most sales professionals give up during this time of year and start looking forward to the next year….but we won’t let you do that because we believe finishing strong is the true sign of a GREAT SALES PROFESSIONAL! Please join us Tuesday Oct 2nd 7pm (EST), we’ll help you end the 2012 year strong and begin the 2013 strong!!
It doesn’t matter what business you’re in (the sales business included) good communication skills are essential to one’s success. Excellent speaking skills are useful in dealing with corporate business dynamics, customer interaction, leading, and in some cases navigating “Change” which never ends in the business world. We’re so delighted to have an expert in the field of “Effective Communication” Jezra Kaye, President of “Speak Up for Success” an acclaimed New York public speaking coach who lectures about how you can master public speaking, and why you should Speak Like Yourself... No, Really! Ms. Kaye’s highly acclaimed book on public speaking is now available. Details about the book will be discussed on the show! Please join me as we welcome Jezra Kaye, President of “Speak Up For Success” to “The Sales Professional Network”!
This is a "Replay" of a show we aired in April of this year and it has gained tremendous popularity among the sales industry...so we've agreed to re-air the show. Again, this show is a recording of a previous show but you will NOT want to miss the show & interview...it will really help you understand what it takes to be a GREAT SALESPERSON! We'll be back for our "Live" Tuesday night show next Tuesday Sept 25th 7pm (EST).
Thank you so much for returning for my thoughts on last night's show "Competing For That Sales Job and....WINNING"! I have my many failures in securing jobs in my career and admit I do NOT have the magic pill of determining what's going to get you that elusive position 100%, but, what I can in part to you is how to place yourself in the MOST competitive position to get that dream sales job. Please join me for the details! Getting that DREAM sales job....I think I can help you!
In the sales business you’re competing everyday (against the competitor or yourself) but during these times there’s an added challenge…..”Competing For That Sales Job”! Competition for jobs let alone a sales job is a beast and unless you are absolutely prepared and on point you will NOT secure a sales opportunity. During this show we’ll be addressing ways to secure that dream sales job while also describing things that you may be doing to sabotage yourself in grabbing that opportunity. “Sales” can be an extremely competitive business….if you’re looking to get into the sales business YOU BETTER BE VERY COMPETITIVE! Please tune in we’ll provide you the competitive secrets.
I am very excited and honored to have one of the most engaging, inspirational, visionary and compelling business thought leaders of today Mr. Simon T. Bailey. Recognized for his teachings on releasing "Leadership" and "Organizational Brilliance" Mr. Bailey will have you thinking differently about yourself and the impact YOU can make personally and professionally in this place called "The World". If you are not familiar with the term "Vuja De" you will be at the end of this show and you'll truly be inspired to go out a close for "MILLIONS" in sales! Join me as we welcome the encomparable Simon T. Bailey to "The Sales Professional Network"!
Tonight I provide my thoughts from last night's show "If your "Business Marketing" stinks...so will your sales"! Having worked myself on both sides of the ledge I can tell you there has been many ocassions where I scratched my head as to why "marketing & sales" have such heated battles. During this show I will provide my opinion on why it's so critical that these two disciplines work together because the potential synergy between the two can cause a tremendous positive effect on the business. Please join me to get my thoughts!
I certainly wanted to be more harsher and direct in the title by having another "S" word rather than "Stinks" to really state the importance of having a solid "Marketing" plan for your business in order to have sustaining sales results. Often times "Marketing" is considered an afterthought by many companies and NOT truly a metric priority that has a direct impact on a company's success. We're very delighted to have Donnie Bryant a very successful copywriter/marketing consultant and utmost authority on "Branding/Marketing" on "The Sales Professional Network"....please join us!!
Tonight we start a mini series of inviting some of our country's most influential people as guests to "The Sales Professional Network". Tonight we have Patrenna Singletary, a lady who is on a mission to make a difference in the lives of our youth of today and will be sharing "Leadership" tips that I think we ALL as sales professionals can use both in our careers and personal lives. Ms Singletary has a story to tell so I hope you'll join us for what I think is going to be an inspirational and teaching fulfilled show for all of us in the sales profession....Please Join Us!!
Tonight, is my thoughts on last nights show "Why can't leaders make good (or any) decisions"? You can bet I have my opinions on this subject (haha!), I really feel this is a major deficit with today's "Leadership"....making the tough call and standing by it. I feel it should be a prerequesite before anyone enters into any type of "Leadership" role to demonstrate the ability to make decisions that are tough and that has consequences...in my opinion this is the true test of "Leadership". Please join me for my perspective on "Why can't leaders make good (or any) decisions"?
It always surprises me that those at the tops of organizations/corporations and even government refuse or shy away from making tough decisions. In a time when very few people actually hold themselves accountable it is very disturbing especially at the executive level. This show will examine why this phenomenon exists and how we as "Leaders" can not only be better at making tough decisions...but have the "BALLS" to make decisions and to hold ourselves accountable to that decision! Join me to what I think is going to be a GREAT show with a GREAT guest speaker on the subject of "Leadership"!
Tonight, I'll give my little 2 cents on last night's show and dealing with the difficult "Sales Boss". Yes, I've had my share of them throughout my career but interestingly enough those were some of my best years as a sales professional because I learned earlier on how to communicate, listen, and challenge appropriately my difficult "Sales Bosses" in manner where it was a learning experience for the two of us. I have many opinions and "to-do's" on this subject so I hope you check out my "AfterThoughts" show....I think I can help you if you're in this situation (with dealing with a difficult "Sales Boss"). I also have advice/points for my "Difficult Bosses" so I hope you tune in to. Thanks for coming back to hear my thoughts on Dealing with difficult "Sales Bosses"!
We all have in our careers unless you've been an entreprenuer your entire life dealt with "Bosses" who were just downright impossible to work with....perhaps you've been that difficult boss yourself. There is a perception out there that dealing with someone in the work enviornment that's difficult is nearly impossible to overcome and reconcile. During this show we'll discuss "POSITIVE" ways in which to co-habitate with the difficult "Boss" and talk about ways you can improve YOUR attribute as the difficult "Boss". Almost everyone experiences the difficult "Boss" in this case the "Sales Boss"...how do you deal with such a person and still be successful in job? We'll talk about it on "The Sales Professional Network"!
When someone changes their career at the height of their success I'm always interested in hearing WHY...but when someone changes their career/life to become dedicated to the sales profession well I get "INSPIRED"! This is our 2nd program where we're focusing on "Good Health" and the sales professional and to have Andy Krafsur CEO/Founder of Spira Footwear is a true honor....and his story will definitely inspire you! Join us on what should be a show of encompassing "Inspiration", "Entreprenuership, and of course "Good Health"!!
"Road Warrior", "Traveling Woman/Man, "Frequent Flyer" all adjectives that explain the life of the sales professional who's out there trying to get that sale. One of the challenges with maintaining a busy schedule is you often forget about the taxing physical and mental stress you place on the body. This show will examine the stress you place on your body and mind when a poor diet plan and exercise are absent while also coming up with some solutions to keep yourself physically/mentally healthy during your busy schedule. Were very fortunate to have an expert on "Good Health" & "Stress" help us understand the problem and come up with solutions and best practices to address the problem (Stacey Shipman of Healthy South Shore).
During this show I'll be offering my thoughts on the whole art of cold calling....something I'm extremely familiar doing even today. I'll give my take on whether it's an obsolete art or an activity that's changed and still relevant and an effective form of selling. Please join me for another interesting observation on a continuing subject....."COLD CALLING"!
There are many views/opinions on one of the sales professions biggest skill....."Cold Calling". Some have said with the rise of technology and the ability to uncover a vast amount of intelligence on potential prospects..."cold calling" has become an obsolete science. On the other side there are others who say there is a need and place for the activity of "cold calling" it's just a process that's changed over the years. While the door-to-door salesman is what we've seen as the consummate "Cold Caller" the ability to identify, prospect, and target potential buyers some would say is just an advanced way of "cold calling". During this show we'll discuss whether or not "Cold Calling" is the thing of the past or if it truly has a place still in the sales profession!
Tonight's show is a bit of a departure from our normally scheduled subject about the sales profession. Tonight's show is about a personal account of race obstacles, life's cruel reality, and achievement, perseverance, humility through the eye of the storm. I am very honored and humbled to have Devin Hughes back on the show to share his story of race, obstacles, failure, inspiration and importantly personal achievement. This show will pull every emotion out of you but in the end provide you a "REALITY" that you can succeed even through the eye of the storm called.....life. Please join us for this "Inspirational Revival"!!
This show is my "AfterThoughts" of last night's show (Why "Failure" is more important than "Winning"). Sure, it's a different way to look at success explaining the negative...but without personal development through obstacles in life it's very difficult to understand the true meaning of "Success". I hope you join me for my thoughts on this interesting subject that's more than "Sales"....it's about "LIFE"!
From the heading I'm sure your immediate response is "That's Ludicrous" how can failure be more beneficial than winning? Without failure you do not have winning....without winning you do not have failure.....my contention is we can gain exponentially from failure. This is a different way to look at success/winning but I think many of you would agree that what you learn and develop from failure makes winning so exulting...because we know what it took to get there! Please join our show where we'll have a panel discussion with two top executives that have their own take on this subject....you will NOT want to miss this insightful and informative show!!
I've always been somebody who has always believed in the philosophy of being an expert in "The Basics". The sales profession prides itself on creating value for the customer and getting that sell, however, what's missing is "How" the sell was gained and what we can learn from that process. Tonight's show is just my thought's on last night's show on how we can encourage our sales profession brethren to re-look at how they sell and embrace the importance of learning/expertising the basics! Please join me for my thoughts.
If you've ever been pitched to/sold to or campaigned to I'm sure you've come away with some feeling about that sales professional. In the sales profession your selling skills ability is all you have and refining them/developing them are so important yet so many sales professionals consider revisiting their basic selling skill acumen a step back in their growth....and it shouldn't be. During this show we'll defeat the "Cognitive Dissonance" that is "Basic Selling Skills" by selling you that "Basic Selling Skills"....are NOT so basic! Please join me as we try to convince you that sharpening your baseline "Basic Selling Skills" is critical to your success as a sales professional!
Tonight's show are my thoughts on "How To Be An Inspirational Leader"! I will be taking calls on this subject because I think it's important to get other perspectives on this important topic. The majority of the show will be an informative thought on ways one can inspire sales professionals while also building "Leadership" in others to succeed. It will be a show on support & nuturing others to succeed....that's the sign of "Leadership" & "Leading By Example". Please join me tonight and help me "Inspire" the world!!!
There are many who claim themselves to be "Motivational" leaders those who can "Motivate" others to succeed...but the question is how long does that motivation last??? To inspire others confirms a commitment and dedication to help/support and nurture those to be sales professionals/better human beings. During this show we'll spend time examining ways to become an "Inspirational Sales Leader"...however we'll also talk about how you can become a positive difference in someone's life as an "Inspirational Sales Leader". This show will be about "Leading" inspirationally and it will hopefully get you up off your chair and "motivated" to "INSPIRE"!!
Tonight's show will be my thoughts on last night's subject ("The Customer From H*ll...how do you manage"?). In my career I've encountered a huge array of difficult customers, during this afterthoughts show I will provide you ways in which I dealt with the situation....some good reactions some bad reactions. You'll be able to learn from my mistakes and maybe learn from some things I did well in dealing with difficult customers. I hope you join me to gather my insight! Thanks!!
If you have been in the sales business for any amount of time you have experienced the "Tough Customer" or the customer you never visit on Friday (haha). We've all encountered such a situation, however, it's how you react, respond, and manage such a relationship. During our show we'll ask a top sales consultant/entreprenuer exactly how you manage such a customer and how you can make that interaction work in your favor and produce sales in spite. Dealing with a "Customer From H*ll" is a tough situation and during this show we'll provide you strategies/tactics on how to succeed through that relationship! Please join us!
Most salespeople from large or smaller size companies know a little bit about the compensation plan they're paid on...however the key word is "Little". Almost every company pays on the premise that if you sell more you're paid more but there are other stipulators that you should be aware of especially if you are paid on a commision schedule. This show we'll be examining various compensation plans from a sales compensation expert and providing you an informative look at how you should look at your sales compensation plan. A very informative show that you shouldn't miss.
I will provide my perspective on last night's topic: "People Don't Want To Be Sold"! I have strong opinion on this statement/subject which you will NOT want to miss. I totally and vehemently disagree with the ascertion that that people don't want to be sold because it's not held in it's fuller context...I will attempt to explain this context and why the premise/statement is inaccurate. Please join me! Thanks!
"People Do Not Want To Be Sold" is a statement that everyone in the sales business has heard and it is so out of context that it drives me crazy. While true in it's naked/lack of context meaning most people would agree with the statement....but how many of those people would agree that everything they have in their person was sold to them. People want to be sold to....just not negatively or without regard to their needs. We will talk about this statement and dissect it on it's head and hopefully convince that in it's full context this is an absolutely inaccurate comment. Please join us for a great provocative show!
(The "Life Of Ambiguity") No matter what you do in life I guarantee you there are "Politics" involved and your awareness of that reality is job #1. There are many varying opinions on how one can survive in a life of continuous politics, however the one thing that is very clear.... you can't and will not avoid "Politics. We are very pleased to have leadership expert Roz Usheroff help us understand the complexities of "Politics" and ways we can identify it, understand it, and succeed through it. "Politics"...not just government nomenclature but a reality term that plays in all of our lives. Please join us to what I think is going to be a GREAT SHOW!!!
Everyone has their opinions on what makes a GREAT salesperson the analogy answer......it's in the eyes of the beholder. Of course there are consistencies that we talked about on last night's show that can predict someone's success in the sales business...NO ONE has really solidified what makes a GREAT salesperson. During this show you'll get my thoughts on the subject...which should be very interesting (hahaha). Please join me for my "AfterThoughts Show".
On it's surface this is a very subjective question because as we all know the word "Great" has a different meaning to everyone you ask, however, there are behaviors/attributes that can signify someone potentially having a successful sales career. Our show will itemize out those behaviors and best practices that a sales professional has to demonstrate on a consistent basis in order to stand among the best in the sales business. We're very excited to have an expert in the sales business help us dissect strategies/tactics for those wanting to know the basic and advanced steps in order to be a GREAT sales professional.
We're back for part 2 of our show "Building a Powerful Sales Business Network in 2012". Mr. John Lee will be finishing his solid 5 ways of building a business network that will help you drive your business. Part 1 show was extremely informative as Mr. Lee outlined in tactical measures steps that you can take to build a business network and obtain rich relationships among your customer segments. One thing we learned from the first show is that you have to be very strategic in building a successful business network and the time it takes to go through such preparation can be lengthy....but at the end of the day very rewarding! We hope you come back for our Part 2 show on "Building a Powerful Sales Business Network in 2012" Thanks!!
My thoughts on last night's show "Hands On" or "Hands Off"...which offers the best management results"? This is a somewhat complex subject because both leadership styles offers plusses & minuses when it comes to leading people. Depending upon the circumstances both styles can be interchangeable, tonight's show are just my thoughts on which one offers a more consistent positive result. Please join me on this provocative topic!
Are you a micro-manager or "macro-manager"? Which management style offers the best "Leadership"? Most would probably say a combination of the two would signal the best results....however that would depend upon the immediate circumstances. There are pluses & minuses of both traits however most sales leaders/leaders concentrate most of their efforts in one camp, this show will examine both traits and come up with some solutions/answers to each. We'll also examine both traits from an employee perspective as well, which will provide us an objective view from a recipient standpoint.
Tonight's show I provide my thoughts and solutions on how to build a "Global" training infrasture that's effective, efficient, turnkey, and measurable in terms of driving sales business. Having lived abroad I've had the blessed opportunity to develop sales & training plans throughout most of the world and during this show I'd like to share with you some of the things I did. I hope you can attend my "AfterThoughts" show! Thanks!!
Tonight's show is my 2 cents on the importance of the "On-boarding" process of new salespeople and why it's the most critical time for the representative....and company. Often times we see just a slapped together process that's unsupportive, incompetent, and uneffective. This show will examine the various on-boarding process and provide some advice/instruction on how to suprmely ensure your new salesperson has the best opportunity for success right at the beginning!
Properly bringing onboard a new sales representative is the #1 important thing any company can do to potentially ensure the success of that new sales employee. Yet, many companies fail to build an onboarding structure that's supportive, competent, and results based. Our show will focus on why it's important to thoroughly build an onboarding process and talk about what the steps look like in building such a process. Join us as we establish the most important first step in a new sales rep's career...the "Onboarding Process".
The word "Networking" has become a part of our everyday nomenclature and an activity that many have varying views on. Our show will walk you through 5 ways to build a powerful network this year 2012, many sales professionals are missing these critical steps...I'm sure you are too. Interested in understanding how to build a vast/powerful business network that works for you? Join me and we'll provide you the ways.
Tonight I'll be imparting my thoughts on why "Sales Training" always gets placed aside as "over-head" rather than prioritized as critical. Having an extensive background in training myself I can appreciate the importance training has on the career success potential for anyone. However, I remain concern at the pervasiveness of indifference that comes with the acceptance of training...tonight's program will be my humble attempt to bring some "criticality" to "Training".
Everyone agrees training to do almost anything in life is critical. No one jumps out of the womb being a qualified physician, lawyer, teacher....salesperson so why is training routinely placed on the back burner? The process of "Training" has been a part of our fiber as human beings for as long as we've been on this earth and for some reason it's afterthought regarding it's importance. During this show we're going to be speaking with an expert in the training field and bringing some relevance to the importance of placing the art form of "Training" in it's deserved spot...#1. Please join us for an informative yet inspirational show!!
Tonight is my thoughts on being a "Mentor" for our youth. I am a "Big Brother" and I cannot tell you how much personal satisfaction and humilty I receive from being a "Big Brother"...and so I'd like to share that experience with you. Thank you for listening to tonight's show!!
In keeping with the theme of the last few shows we're going to focus on "Mentorship" and how that word is synonymous to "Leadership". Giving back to the community is something we should all aspire to do, but, when it comes to cultivating, nurturing, and developing our most important asset.....children, we should be more attentive. Please listen to our upcoming show where the focus will be on how you can become not only a "Mentor"...but in the end a "Better You"! "Mentorship"...is the new "Leadership" You can never be too busy to mentor a child...it just takes a small amount of time to make a "Big DIFFERENCE"
Tonight I'd like to provide you with my thoughts on the subject of being downsized or unemployed as a sales representative. It's a tough situation and one that I have been through personally, I do have thoughts and solutions on what you can do to get back on track. Please join me tonight to get my thoughts...I think I can help you get that next great opportunity!!
Just about ALL of us at one time or other in our career has gone through the unfortunate circumstances of being "downsized" or out of work as a sales professional. It's truly a tough time especially in this recession, and wondering "why me" is a natural feeling...this show will hopefully help you succeed during this unfortunate time. Our show will console you but importantly help you wade through to find strategies and tactics to help you gather that next great opportunity. Please join us as we help YOU get back on your feet!!
On tonight's show I'll be sharing my thoughts on why many "Corporate Sales Leaders" don't survive 1 or 2 years out in their jobs. Getting the numbers is NOT guranteeing you a long career as a "Sales Leader" (e.g. VP, Head of Sales etc). There's so many politics being played the higher you move up in a corporation...I'll give my views on that and much more. Please join me!!
Having been a corporate sales leader for many years and yes have had my share of failures there are consistent behaviors “Sales Directors”, “VP of Sales” etc demonstrate that have caused them to circle the drain. The chief goal of any sales leader is to drive income for the company.... plain and simple...short and sweet. However, just focusing on the numbers may not guarantee you success at the C-Suite level either. During this show we'll discuss this phenomenon with an expert in the field of "Leadership" (Devin Hughes, The Chief Inspiration Officer-Speaker, Coach, Author). It should be a lively show...join us!!
This is a huge topic as of recent we've seen failures at the highest levels of "Leadership" (i.e. BP Oil Spill, Cruise Concordia Ship Catastrophe, Enron etc etc). During this show we'll relate many of the examples of leadership failure when dealing with "Crisis" to the sales profession. There is an appropriate/effective way of handling a "Crisis and we'll examine the different ways and ask that you call in and share with us your recipe of handling a "Crisis at the highest level. We're fortunate to have back as a guest speaker Walter Hoff Founder/CEO Development First, LLC to help us identify and discuss this phenomenon and come up with best practices for sales leaders who may face business type crisis. Please join us!
This show is just my thoughts on the previous night's show (Succeeding as a Manager...is there a "Blueprint"?). There are books, tv shows, lectures by people who talk about what makes a good "manager", and my "AfterThoughts" show will be a bit different as I examine not only what makes a good manager...but why someone is GREAT as a manager. Please join me, and certainly I would love for you to call in and discuss this topic with me!
The role of a sales manager or manager of people has significantly changed over the years, and being successful at it has initiated a great deal of discussion. The ingredients to be successful as a "Manager of People" has become more complex and the drive to meet the numbers albeit important doesn't solidify always the success of the manager. During this show we'll examine if there is a specific "Blueprint" that dictatates whether or not a manager will be successful. Please join us it should be a GREAT SHOW!!
Welcome to my "AfterThoughts" show where I'll be providing my input on the previous night's show. Meeting and overcoming adversity in the sales business in commonplace, however, many in the sales business still have a difficult time of it. "Sales" like many things in life is full of peaks and valleys and having a plan to get through both is essential. In this show I'll be providing my thoughts on how to make your 2012 sales year a successful one...but between the ears. Join me for the "Checkup from the Neckup" show for the "Sales Professional".
As sales professionals I'm sure you are planning, strategizing, and brainstorming for a successful 2012. While all of this "pre-work" planning is critically vital to your success this year nothing is more important than mentally/psychologically preparing yourself to guarantee success in 2012. Having a "self-fulfilling" prophecy of success will definitely help you and that's why we have one of the most powerful positive thinking guest speakers on our show Uneeka Jay. Founder/CEO of "Powermommy Nation" Uneeka Jay will set the mental/positive "playbook" for all of us entering into 2012. Join us as this exceptional lady gives us the keys to success in 2012! This show is brought to you by AH2 & Beyond... "Increasing Your Competency means Increasing Your Sales Results" http://www.ah2andbeyond.com/
We were extremely honored to have Gerhard Gschwandtner CEO (Selling Power Magazine) as our guest speaker on last night's show. Tonight's my thoughts on last night's show and provide my thoughts/opinions on how you as a sales professional can best prepare yourself for a successful sales 2012. There will be many challenges this year for all of us, however, having a cogent business plan, the right attitude, and staying inspired will surely help almost guarantee success this year. The "AfterThoughts" show is brought to you by AH2 & Beyond Consulting..."Increasing Your Competency Means Increasing Your Sales Results': http://www.ah2andbeyond.com/
We kick off 2012 with one of the most successful selling profession magazine ("Selling Power Magazine") CEO Gerhard Gschwandtner. Don't miss this broadcast as Mr. Gschwandtner will prepare us all to get ready for a successful sales year...you will NOT want to miss this show! Kick-off your 2012 sales year in the right direction with "TSPN" (The Sales Professional Network) featuring the CEO/Founder of "Selling Power Magazine" Gerhard Gschwandtner.
This show will reflect last night's broadcast on the whole issue of Sales Managers taking the time to develop their salespeople. I have some pretty candid thoughts when it comes to the subject, I hope you come back to the show to get my take.
Why do sales managers always give the excuse "I don't have time to develop my people"? Perhaps either sales managers don't know how or haven't been developed themselves to develop their people....or they just simply don't want to. Certainly, I understand the boat load of responsibilities typical sales managers have on their plate, but, experience and reality tells us the more you spend time on improving the skill sets of your employees the more likely hood sales performance on the backend will be heightened. We'll be examining this issue in detail with an expert in "People Development" (Walter Hoff Owner of "Development First", LLC) and provide details on ways you can get the most out of your sales organization. Please join us!!
This show just reflects my thoughts on the previous, there are NO guest speakers and the lines are open so please call in. We'll tackle the "Sales Slump" issue is there such a thing? Please join me!
Is there such a thing as a sales slump? Or is it more of a "Mental Slump"? They say if the self-fulfilling prophecy is failure than you're doom to fail. In sales there are ups and downs but it's how we tackle the "downs' is what we really perceive as being successful in sales. Those who are consistently successful in sales don't have "slumps" they have opportunities and that's the big difference. We'll look at the whole idea of a "Sales Slump" and examine is it a "Mental Slump"...or just NOT taking advantage of opportunities.
A long standing "SILENT" debate that few people want to talk about, but an area we want to discuss. Who has the most success in sales men or women, both come with unique qualities that are essential to succeed in sales...we'll examine those qualities to find out why. Please join us on what will be an interesting show with many different opinions, please don't be shy to call in!
In the sales profession often times basic selling skills are ignored or kicked to the side because of the rudimentary of their nature. Listening, Probing, Identifying Needs, Addressing Solutions are common basic selling attributes that are often overlooked because it's just assumed that these traits are a given....but they're never executed. Customers find sales people who "Listen" most of the time they're best sales people, and listening by far is the one area we ALL can improve on. We'll discuss the basics of selling on this show as well as bringing real "Customer Value" to the customer. Please join us.
There's been somewhat of a surge in hiring ex-athletes as spokespersons/salespeople for products that some of us use everyday. There are qualites that athletes have that are favored in the business world (i.e. competitiveness, focus, drive, never say die attitude etc), however, are these attributes highly differentiated from somebody who isn't an ex-athelete...but has the same qualities. We're going to have former athletes and non-athletes debate this question...it should be a lively discussion! Join us "The Sales Professional Network" (TSPN). The radio show for the sales professional!
My thoughts after last night's show "Sales Rep, what's more important to you money or development"? Accepting Calls and Chatroom Discussion, please join me Thanks!
I'd like to hear from the individual sales contributor, what is more important to you "Money" or "Development"? The answer is not as clear as you think, with today's times you would normally say "HECK" it's the money fool! However, many people understand there's a bigger picture in this question and that is if I develop my skills and improve my craft the money will come two-fold. Please join us as we discuss and hear both sides of this controversial issue!
My thoughts after last night's show "Keeping A Sales Team Inspired"...During Bad Times"! Accepting Calls and Chatroom Discussion, please join me Thanks!
One of the first responsibilities of any sales leader is keeping his/her sales team or organization focused and inspired to meet the sales goal. However, how does that change in these days of economic uncertainty, corporate layoffs, diminishing morale...and decreasing pay. As a leader your ability and competency to lead through crisis is paramount to achieving success, and many have failed this test. During this show we'll have a guest speaker experienced in just that...managing & inspiring sales professionals during difficult times. Please join us as we go over best practices and solutions to keeping your sales team inspired! "TSPN"
Another conflict management discussion for sales management..when do you cut ties from the poor sales contributor? Can you cut ties too early or too late? Did you do your homework as a sales manager/leader before letting the person go? When should HR intervene? These are issues/questions every sales manager/leader goes through in their jobs yet there are still questions remaining on how you effectively deal with this situation. Please join us for this serious subject matter and one that should spark a great deal of discussion. We just may have some 'Guest Speakers" to chime in!!
Thank you for calling in to listen. To actively participate in either the chat box or to call in and have your say you must register for a BlogTalk radio ID. You can register and get an ID immediately by either clicking on "register" or "log in" at the bottom of the chat box. Register and then actively participate in the discussion, we want your input! Why are so many companies just concentrating on Industry experience and NOT competencies? Andre' & Alan will lead the discussion on this explosive subject impacting those choosing to change industries or look for work but are not provided opportunties because of a lack of "Industry" experience. Should be a lively discussion!! Please join us!
Thank you for calling in to listen. To actively participate in either the chat box or to call in and have your say you must register for a BlogTalk radio ID. You can register and get an ID immediately by either clicking on "register" or "log in" at the bottom of the chat box. Register and then actively participate in the discussion, we want your input!
We are all familiar with the age-old debate concerning the attributes that define effective "leadership". Andre Harrell (Founder/CEO AH2 & Beyond) and Alan Nielsen (VP Sales, Executive in Transition) of The Sales Professional Network, in collaboration with the listening business community, will discuss the standing argument as to whether or not successful salespeople make equally successful Sales managers. We'll examine this in detail and debate both sides of the coin. Tune in and have your voice heard as TSPN embarks on their maiden voyage.