Move The Sales Needle Podcast
Summary: Sales Gauge offers training engagements that correspond to each stage of the sales pipeline. Whether your sales team is in need of prospecting techniques, negotiation strategies or looking for better ways to get to close, Sales Gauge delivers training sessions that MOVE THE NEEDLE and enable your organization to recognize greater revenues. Sales-Gauge President Tim Haller has over 25 years of sales and sales management experience. He has delivered training and consulting to Fortune 100 clients across a variety of industries, including technology, business services, travel/leisure and biotechnology. Tim has trained hundreds of sales professionals to close business through the use of effective sales prospecting, negotiation, and closing techniques. Managing Director Stephen Keys is a Learning & Development consultant who specializes in Business Development, Sales and Sales Management at every operational and executive level. His work has been extremely well received across many of the world’s top organisations and it focuses on the development of habitual every day practices that will make anyone who is receptive to change hugely successful. His love of sales, sales people and the sales process has enabled him to deliver highly successful training programmes for customers and trusted partners in top companies right around the world. Most recently for Gartner, Symantec, SAP, Forrester, Dow Chemicals, Lloyds TSB and Vodafone.
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- Artist: Tim Haller - Stephen Keys
- Copyright: ©2012 Sales-Gauge
Podcasts:
Universal Techniques - With a Tailored Approach Most of the sales principles and techniques that effective sales people use work across geographic boundaries. But the fast paced American style and informality can quickly get in your way - or even torpedo a deal in a few seconds. Exceptional sales people know how to manage their approach, adapt to the culture of an account, and communicate. Tim and Steven look at techniques that will make your sales skills effective world wide.
Managing Upwards - Your Sales Manager Lifeline If you have just started that job, your first five days as a new Sales Manager are critical. And you have to realize that your sales manager is your lifeline - so managing up is just as critical as managing your direct reports. You were probably an exceptional performer, but you can't manage and sell everything for everyone else. You'll be tempted to move to your comfort zone, but you must resist that temptation. Exceptional sales people know how to manage a pipeline of replacements, and communicate. Tim and Steven look at the impact that managing and planning have on your performance as a new sales manager.
When and Why to Close - Are you losing to competition or losing to no decision ? No decision means you did not qualify properly and are in the deal too long. But if you are losing to competition, you are losing because of poor closing skills. Sales people are very comfortable in the middle of the sales process. Not prospecting or closing, but in the middle of meetings, proposals, and updates. Closes never "just happen". Tim and Steven, look at the impact that knowing when to close effectively will have on your sales performance.
